© TAFE NSW – Higher EducationSubject Guide Subject Code:Subject Name:BUMAR302ASales Management Version Date: 11 Feb 2021Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 2ContentsContents………………………………………………………………………………………….. 21. Introduction …………………………………………………………………………………. 31.1. Subject overview ………………………………………………………………………………31.2. Pre-requisites……………………………………………………………………………………31.3. Co-requisites…………………………………………………………………………………….31.4. Credit points …………………………………………………………………………………….31.5. Subject duration ……………………………………………………………………………….32. Subject learning outcomes …………………………………………………………….. 43. Assessment ………………………………………………………………………………….. 44. Subject schedule…………………………………………………………………………… 55. Recommended reference materials……………………………………………….. 115.1. Prescribed texts ………………………………………………………………………………115.2. Recommended readings …………………………………………………………………..115.3. Online resources……………………………………………………………………………..116. Additional information…………………………………………………………………. 116.1 Subject grading ………………………………………………………………………………..116.2 Submission requirements/late submission procedure …………………………..126.3 Student conduct and academic standards……………………………………………126.4. Approaches to teaching and learning…………………………………………………13Appendix 1 – Assessment Details ……………………………………………………… 15Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 31. Introduction1.1. Subject overviewIn this unit students develop an understanding of the strategic role of the personal selling process inthe marketing mix and the environmental forces, which influence sales management. Byconcentrating on the development of a carefully planned relationship strategy and recognising theneed to create added value for customers, how the sales manager can significantly enhance thelong-term market presence of their organisation.The students will learn that the changed emphasis from ‘old style selling’ to a more strategic longerterm approach requires the sales management to reassess leadership styles and to develop a salesforce which sells using a more consultative, team-oriented approach. This subject concentrates onthe strategic and staff development and management issues rather than the actual sales process.Students will achieve a series of learning outcomes that will equip them with the skills to managesales organisations in a rapidly changing environment, recognising the importance of buildingrelationships with customers and the creating of teams rather than just managing individuals.1.2. Pre-requisitesNone1.3. Co-requisitesNone1.4. Credit pointsThis subject is worth 10 credit points.1.5. Subject durationWeekly face to face contact hours: Four hours per week over 12 weeks.• Tutorials/Workshop/Discussions: 4 hours per weekIn addition, students are expected to undertake six hours per week of private study in order toachieve the subject learning outcomes.Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 42. Subject learning outcomesAt the end of this subject students will be able to:1. Analyse the role of the sales function in the marketing mix and the environmental forces towhich it is subject.2. Examine the different motivations of consumer and organisational buyers and formulatestrategies appropriate to each team.3. Evaluate the importance of relationship selling in different sales environments.4. Investigate advantages and disadvantages of key account management and investigate waysthat relationships with key accounts can be built.5. Investigate and compare motivation techniques and establish appropriate sales targets andquotas for the sales force.6. Compare various leadership styles and assess how to recruit, manage and recompense thesales force.7. Investigate and contrast the various forms of sales force organisation structures andillustrate how to organise sales territories.3. AssessmentThe table below summarises assessment requirements for this subject. Further details aboutassessment requirements including submission requirements and grading criteria are provided in theAppendices of this Subject Guide as well as on the subject Moodle. Assessment EventDue DateLearningOutcomesAssessedWeighting1. Portfolio of EvidenceWill run fromweek 1 to week101,2,3,4,5,6,710%2. Case Study ReportWeek 61,240%3. Group Presentation/ Sales Pitchand Group ReportWeek 123, 4, 5, 6,750% Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 54. Subject scheduleThe weekly schedule below must be read in conjunction with information provided on the subjectMoodle. WEEK NO:TOPICS AND ACTIVITIESWeek 1Topics:The Marketing Concept and the Role of SellingCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 1 and Ch. 2Recommended reading:“Selling smarter in a world of smarter buyers”, McKinsey & Company, May, 2014.https://www.mckinsey.com/business-functions/marketing-and-sales/ourinsights/selling-smarter-in-a-world-of-smarter-buyers“From resentment to excitement – Australasian students’ perception towards asales career.” Brian Handley, Tekle Shanka and Fazlul K. Rabbanee, CurtinUniversity Research Paper (2017).https://espace.curtin.edu.auRecommended Listening/viewing:“Sales and Marketing –What’s the Difference?” by Management Skills Courses,YouTube, Mar 2014.https://www.youtube.com/watch?v=b6bcibvr7rgTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 2Topics:Sales and marketing planning to understand the different motivations ofconsumer and organisational buyersCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 3 and Ch. 4Recommended Listening/viewing:“The four-letter code to selling anything” by Derek ThompsonTEDxBinghamtonUniversity, TEDx, May 2018.https://www.youtube.com/watch?v=6pY7EjqD3QA Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 6 WEEK NO:TOPICS AND ACTIVITIESTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 3Topics:Sales contexts and customer managementCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 5Recommended listening/viewing:“I Was Seduced By Exceptional Customer Service” by John Boccuzzi, Jr.TEDxBryantU, TEDx, Mar 2018.https://www.youtube.com/watch?v=GH1TXfQSwUQ“Popsicle Moments: Finding A New Flavor of Customer Service” by Darren RossTEDxSantaBarbara, TEDx, November 2019.https://www.youtube.com/watch?v=CfZrqej03AsTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 4Topics:Overseas markets and International SellingCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 6Recommended listening/viewing:“How Cultural Differences Affect Business” by Erin Meyer, The Lavin AgencySpeakers Bureau, December 2014.https://www.youtube.com/watch?v=zQvqDv4vbEg“New Money: The Greatest Wealth Creation Event in History” (2019) – FullDocumentary. Stansberry Research, July 2019.https://www.youtube.com/watch?v=CaELQS5kTso Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 7 WEEK NO:TOPICS AND ACTIVITIESTutorial activities:Chapter review questions, class discussion the Recommended Reading(s), CaseStudy.Week 5Topics:Key Account Management and Global Account ManagementCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 9Recommended reading:“How digital is powering the next wave of growth in key-account management”,by Varun Kohli, Ryan Paulowsky, and Jennifer Stanley, McKinsey & Company,August 2019.https://www.mckinsey.com/business-functions/marketing-and-sales/ourinsights/how-digital-is-powering-the-next-wave-of-growth-in-key-accountmanagementRecommended listening/viewing:“30 60 90 Day Success Plan for New Key Account Managers” by Warwick Brown.Account Manager Tips, July 2020https://www.youtube.com/watch?v=5lBteHSHSaQTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Week 6Topics:Customer Orientation and Relationship SellingCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 10Recommended reading:“Selling Is Not About Relationships” by Matthew Dixon and Brent Adamson,Harvard Business Review, September 2011.https://hbr.org/2011/09/selling-is-not-about-relatio Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 8 WEEK NO:TOPICS AND ACTIVITIESRecommended listening/viewing:BUILDING SUSTAINABLE RELATIONSHIPS THAT BRING BRANDS AND PEOPLECLOSER by Mark Morin, TEDxLaval, July 2018.https://www.youtube.com/watch?v=Hp0Q8Z5Isz4Tutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Assessment 2: Case study report dueGroup work planning major projectWeek 7Topics:Sales Management and TechnologyCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 12Recommended reading:(2019), “Technology Impact on Sales Organization” by Anthony Chaine,Medium.com, October 2019.https://medium.com/swlh/technology-impact-on-sales-organizationa7b90ad9612eTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 8Topics:Managing Sales TeamsCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 13 and Ch. 14 Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 9 WEEK NO:TOPICS AND ACTIVITIESRecommended reading:Andris A. Zoltners , Prabhakant Sinha and Sally E. Lorimer. 7 Ways Sales TeamsCan Set Better Goals, Harvard Business Review, June 2019.https://hbr.org/2019/06/7-ways-sales-teams-can-set-better-goalsRecommended listening/viewing:“Stop Managing, Start Leading” by Hamza Khan, TEDxRyersonU, August 2016.https://www.youtube.com/watch?v=d_HHnEROy_wTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 9Topics:Organizing Sales Teams, Rewards and RecognitionCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 15Recommended reading:“What are you really paying for? Improving return on reward investment”, PWCPublications, July 2014.https://www.pwc.com.au/consulting/assets/publications/what-are-you-reallypaying-for-jul16.pdfRecommended listening/viewing:Stop Trying to Motivate Your Employees by Kerry Goyette, TEDxCosmoPark, May2016https://www.youtube.com/watch?v=7lhVUedc1a4Tutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 10Topics:Sales Budgeting and Sales Force Evaluation Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 10 WEEK NO:TOPICS AND ACTIVITIESCore reading:Jobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition,Pearson Education, UK, Ch. 16 and Ch. 17Recommended reading:“3 Ways to Improve Sales Forecasts When the Future Is Unclear” by Lisa EarleMcLeod and Elizabeth Lotardo, Harvard Business Review, September 2020.https://hbr.org/2020/09/3-ways-to-improve-sales-forecasts-when-the-future-isunclearTutorial activities:Chapter review questions, class discussion on the Recommended Reading(s), CaseStudy.Group work planning major projectWeek 11Topics: Course Review and RevisionTutorial activities:Practice questions, class discussion and review of the courseWeek 12Group PresentationAssessment 3 – Group Report & Presentation due this weekAll presentations to be done in class and materials uploaded to moodleAll reports to be uploaded to Moodle via TurnitinWeek13/14/15Examination Week: (Refer to the TAFE NSW Higher Education examinationtimetable) Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 115. Recommended reference materials5.1. Prescribed textsJobber, D & Lancaster, G (2019), Selling and Sales Management, 11th edition, Pearson Education,UK.5.2. Recommended readingsA list of readings to support weekly topics is provided in the course schedule.5.3. Online resources6. Additional information6.1 Subject gradingGrades for individual assessment events and the subject as a whole are awarded as follows.High Distinction: marks ranging from 85 to 100%Where the student has demonstrated highly original, relevant and sophisticated applications ofresearch, appraisal, enquiry and evaluation techniques resulting in innovative concepts thatchallenge existing conventions in the field of study.Distinction: marks ranging from 75 to < 85%Where the student has demonstrated a high level of performance indicating depth and breadth inresearch, appraisal, enquiry and evaluation with broad application of knowledge of theoreticalconcepts, and applied analytical thought.Credit: marks ranging from 65 to < 75%Where the student has undertaken an innovative and creative interpretation of assessment briefs,and has provided evidence of extended research and inquiry applied to assessment tasks.Pass: marks ranging from 50 to < 65%Where the student has met all requirements of assessment briefs to a satisfactory level.Fail: marks under 50%Where the student has not demonstrated satisfactory performance in assessment tasks or has failedto meet subject requirements.Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 12Fail: Failure of a must pass eventWhere the student has an overall mark for subject at a passing level, but has not demonstratedsatisfactory performance in an event deemed a must pass event, resulting in failure of the subject asa whole. ‘Fail’ is reported for the subject on the Transcript of Academic Record.Fail: WithdrawnWhere the student withdraws from the subject on or after the final assessment due date or end of subjectexamination date. ‘Fail’ is reported on the Transcript of Academic Record.6.2 Submission requirements/late submission procedureYour teacher will advise you of the format required for each assessment task and the format forsubmission, which may be electronically.Each assessment task must include a cover sheet, with a signed declaration indicating that the workis your own work and has not been previously submitted. If you are submitting your assessment viaTurnItIn, you do not need to include a separate cover sheet.Assessments that are not submitted on the due date will attract a marking penalty of 5 per cent ofthe total marks for the assessment event for each day the assessment is late, to a maximum of 10days, or a maximum result of 50 per cent. Assessments submitted later than 10 days after the duedate will not be marked unless the student has an approved extension or has successfully applied forspecial consideration.Additional assessment information, including provisions for special circumstances and misadventure,requests for an extension of the assessment due date or to resubmit an assessment or sit an exam ata later date, can be found in the TAFE NSW Higher Education Assessment policy and procedureswhich you can download at:https://www.tafensw.edu.au/degrees/for-students-graduates6.3 Student conduct and academic standardsTAFE NSW Higher Education encourages high standards of professional behaviour and academicconduct. You must conduct all work associated with this course in a manner that is environmentally,socially and culturally responsible, so as not to cause harm or disrespect to the environment, peopleor their values and beliefs.You shall hold confidential all information about any specific organisation and their business orbusiness activities, which may be divulged in the process of a work placement, lecture or tutorial,including lectures given by industry guest lecturers.It is the policy of TAFE NSW Higher Education that respect and acknowledgement is given tointellectual property created by academics, writers, practitioners and other students whose work iscited in your submissions, or used to illustrate them. It is therefore important to use the Harvardcitation system and include a bibliography with every submission, to acknowledge the intellectualproperty of others that you have used to support your own proposals or position. Penalties apply forplagiarism and other forms of academic misconduct.Further information about academic conduct can be found in the TAFE NSW Higher EducationAcademic Integrity and Honesty policy and procedures which you can download at:https://www.tafensw.edu.au/degrees/for-students-graduatesSubject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 136.4. Approaches to teaching and learning6.4.1. Methods of teaching and learningTeaching methods for this subject will include:• lectures• guest lecturers and/or site visits• online presentationsLearning activities will include:• independent and/or group research activities• role-plays• group discussions• case studies and situational analysis• work-based practical activities• team projectsResources will include:• online learning materials• websites• readings• textbooks• videosYou will need:• a computer for research, online communication and collaboration, to create documents andto complete assessment requirements6.4.2. Expected attendance• In addition to attending lectures, tutorials and other learning activities, you are expected toundertake self-directed private study including reading, practical application of theoreticalknowledge, and completion of assessment tasks.• If you are unable to attend class-based learning activities you should notify the teacherand/or tutor and access the relevant learning materials to make up the missed class throughprivate study.• If you are unable to attend a class during which an assessment activity is scheduled, youmust provide a medical certificate as evidence of your inability to attend class. Your teacherwill advise you of alternative assessment requirements.6.4.3. Supplementary learning activitiesYou are expected to:Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 14• complete any pre-reading specified prior to attending classes• access resources on the subject Moodle and elsewhere as advised by the subject teacher.© TAFE NSW – Higher EducationAppendix 1 – Assessment DetailsAssessment 1: Portfolio of evidence Weighting: 10%Learning Outcomes: 1, 2, 3, 4, 5, 6, 7Due: Will run from week 1 to week 10 (inclusive)Students are required to come prepared for the class and do the necessary core and recommendedreadings. Portfolio activities will be based on pre-readings and will be provided for each week fromweek 1 to week 10 inclusive. The activities are designed to allow students to build their skills in salesand sales management. Learners will complete each activity in the class building a portfolio forreview by their teacher.The activities encompass a range of assessments, including: multiple choice questions, shortanswers, quiz, problem solving etc.Portfolio marks [a maximum of 10] will be allocated as follows:• 0 marks – the student did not attempt the activity.• 0.5 mark – the student attempted the activity, with a superficial or incomplete response.• 1 mark – student made a genuine attempt, addressing most of the activity requirements. Assessment 2: Case Study ReportLearning Outcomes: 1, 2Due: Week 6Weighting: 40%Graduate Attributes: Word count: 2000-2500 words This assessment will focus on the role of selling, marketing and sales planning, buyer behaviour,customer management and international selling covered during weeks 1 – 4. The format required isa business report.A case study will be provided outlining a business. You are the Sales Manager and you are requiredto analyse the case study, develop a sale plan best suited for the business.Important Note. A description of theory is not sufficient – it is expected that you demonstrateapplication in context with the case study scenarios.Your report should include:• A cover page, which contains a report title, name and a word count.• One-page executive summary on a separate page up front (included in word count). Thisshould state all the key findings. It is designed to allow busy executives to be able to have agood understanding of the major issues without reading the whole report.• You will be assessed on your understanding of the theory by its application, so providecritical analysis.Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 16• You are permitted to develop/make assumptions of fact (omitted or outside of the casestudy material, but not contrary to provided facts) that allow you to demonstrate yourknowledge better.• Written submissions should be a maximum of 2,500 words in length, professionallypresented, with supporting visuals including diagrams, sketches, photos and other relevantillustrations. This report should also draw on theoretical readings in addition to thetextbook, all referencing to be from credible sources. Harvard referencing is required.Provide a Bibliography as well as your list of References. The assessment is to be uploadedto the Turnitin section on the Moodle with a cover sheet. GradeMarking CriteriaHigh Distinction85 – 100%• In-text referencing is always complete, accurate and applied in a synthesisedmanner• Work is always referenced correctly in TAFE NSW HE Harvard Style• Report is concise, well planned and is free from any major spelling orgrammatical errors• Writing shows an exceptional level of academic language• Shows a highly developed understanding of the application of SalesManagement theories and utilises extensive material beyond that provided(provided includes the reading list)• Demonstrates an exceptional level of critical thinking when analysing factorsimpacting sales management• Analyses theory and knowledge and applies analysis to a range of innovativestrategic elements in response to the case studyDistinction75 – 84%• In-text referencing is almost always complete, accurate and applied in asynthesised manner• Work is almost always referenced correctly in TAFE NSW HE Harvard Style• Report is mostly concise, well planned and is free from any major spelling orgrammatical errors• Writing shows a high level of academic language• Shows depth of understanding of the application of sales managementtheories and utilises a range of material beyond that provided (providedincludes the reading list)• Demonstrates a high level of critical thinking when analysing factors impactingsales management• Analyses theory and knowledge and applies analysis to a range of strategicelements in response to the case studyCredit65 – 74%• In-text referencing is mostly complete, accurate and applied in a synthesisedmanner• Work is mostly referenced correctly in TAFE NSW HE Harvard Style• Report is mostly concise, well planned and is free from any major spelling orgrammatical errors• Writing shows a good level of academic language Subject Guide: BUMAR302A – Sales Management© TAFE NSW – Higher Education Page | 17 GradeMarking Criteria• Shows depth of understanding of the application of sales managementtheories and utilises the additional materials provided (provided includes thereading list)• Demonstrates a some critical thinking when analysing factors impacting salesmanagement• Analyses theory and knowledge and applies analysis to a range of strategicelements in response to the case studyPass50 – 64%• In-text referencing is applied• Work is referenced correctly in TAFE NSW HE Harvard Style• Report is logically structured and shows mostly correct grammar, spelling andsentence structure• Writing has clear evidence of the use of materials provided (provided includesthe reading list) in addition to the textbook and case sales management study• Shows a basic understanding of the application of sales management theories• Demonstrates limited critical thinking when analysing factors impacting salesmanagement Limited theory and knowledge are applied when proposingstrategic elements in response to the case studyFail
