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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

RECOMMENDED PERSONAL HOURS

TOTAL WORKLOAD HOURS

STUDY LOAD

3 Hours per week

5 Hours per week

8 Hours per week

Full time 

MODE OF DELIVERY

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

Area

Management

Unit Duration

12 Weeks

Weekly Attendance Pattern

1 Hour Lecture + 

2 Hour Tutorial

Unit Level

100

Unit Weighting

6 Credit Points

Unit Type

Core

Pre-Requisites

N/A

Co-Requisites

N/A

Work Integrated Learning

No

UNIT LEARNING OUTCOMES

  • Demonstrate the importance of effective oral communication in business

  • Evaluate alternative communication models and their value to salespeople and negotiators 

  • Discuss strategies of influence and persuasion used by business negotiators to achieve agreement and compliance

  • Outline the elements and requirements of complex business negotiations 

  • Prepare and conduct effective sales interviews and negotiating sessions 

ASSESSMENT STRUCTURE

ASSESSMENT TASK

  • Assessment 1: Report - Sales Environment (Individual) 

  • Assessment 2: Presentation - Sales and Negotiation Scripting (Group) 

  • Assessment 3: Final Exam (Individual) 

  • Assessment 4: Engagement with the Process (Individual) 

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