UNIT CODE: MGT103
SALES AND NEGOTIATIONS
UNIT DESCRIPTION
This unit provides students with a broad overview of the profession of selling and the everyday skills required for negotiations in all aspects of our lives, both in business and in a social, personal context. As the world turns from production towards sales and service focused economy structures, selling is becoming more important as a potential career, requiring a systematic, professional and customer-orientated selling approach.
STUDENT WORKLOAD + DELIVERY MODE
TIMETABLED HOURS
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RECOMMENDED PERSONAL HOURS
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TOTAL WORKLOAD HOURS
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STUDY LOAD
3 Hours per week
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5 Hours per week
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8 Hours per week
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Full time
MODE OF DELIVERY
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This unit will be offered to students in the following mode/s:
+ Face-to-face (Domestic and International)
+ Online (Domestic)
OVERVIEW
Award Course
Bachelor of Business
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Area
Management
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Unit Duration
12 Weeks
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Weekly Attendance Pattern
1 Hour Lecture +
2 Hour Tutorial
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Unit Level
100
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Unit Weighting
6 Credit Points
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Unit Type
Core
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Pre-Requisites
N/A
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Co-Requisites
N/A
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Work Integrated Learning
No
UNIT LEARNING OUTCOMES
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Demonstrate the importance of effective oral communication in business
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Evaluate alternative communication models and their value to salespeople and negotiators
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Discuss strategies of influence and persuasion used by business negotiators to achieve agreement and compliance
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Outline the elements and requirements of complex business negotiations
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Prepare and conduct effective sales interviews and negotiating sessions
ASSESSMENT STRUCTURE
ASSESSMENT TASK
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Assessment 1: Report - Sales Environment (Individual)
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Assessment 2: Presentation - Sales and Negotiation Scripting (Group)
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Assessment 3: Final Exam (Individual)
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Assessment 4: Engagement with the Process (Individual)