Program Overview

Macquarie University Program: MKTG3007 – Sales and Personal Selling

Overview

Sales is an important function in any commercial organisation. Within organisations, salespeople play a crucial role in aligning their organisation's offerings with customers' needs, and in maximising value creation for both the customer and the selling firm. Moreover, to keep up with today's empowered buyers in both B2B and B2C contexts, salespeople need to personalise the entire sales experience to meet the buyer's wants. This unit develops students' knowledge of theories and concepts underpinning the planning and operationalisation of a firm's sales. It also focuses on developing students' knowledge of personal selling, addressing the critical analysis and application of sales tactics. Students will develop communication skills necessary for successful sales.

General Information

• Unit convenor and teaching staff: Dr Syed Rahman
• Credit points: 10
• Prerequisites: 80 cp at 1000 level or above including MKTG1003
• Corequisites: None
• Co-badged status: None
• Unit description: As described in the overview

Learning Outcomes

On successful completion of this unit, students will be able to:

• Evaluate sales concepts on theoretical grounds
• Critically analyse sales techniques and recommend actionable solutions to improve sales performance
• Develop a sales pitch and professionally communicate it in either a B2B or B2C setting

Assessment Information

General Assessment Information

A late assessment submission penalty of 5% per day (including weekends) will be applied to written assessments, up to 7 days after the due date. After 7 days, a grade of '0' will be awarded.

Assessment Tasks

• Skills development: Sales and personal selling (20%, due 17/10/2025)
• Professional practice: Sales challenges (30%, due 12/09/2025)
• Professional practice: Elevator pitch (50%, due 31/10/2025)

Delivery and Resources

• Lecture materials (PDF files of weekly slides and recordings) will be available on iLearn
• Students are required to attend all weekly workshops and engage in activities
• Access to a personal computer, internet, Microsoft Excel, Microsoft Word, and Microsoft PowerPoint is required
• Required textbook: Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., & Williams, M. R. (2024). Sales Management: Analysis and Decision Making (7th ed.). Cengage.
• Recommended journal articles and online readings are listed in the unit resources

Policies and Procedures

Macquarie University policies and procedures are accessible from Policy Central. Students should be aware of the following policies:

• Academic Appeals Policy
• Academic Integrity Policy
• Academic Progression Policy
• Assessment Policy
• Fitness to Practice Procedure
• Assessment Procedure
• Complaints Resolution Procedure for Students and Members of the Public
• Special Consideration Policy

Student Support

Macquarie University provides a range of support services for students, including:

• Academic Success resources for developing English language proficiency, academic writing, and communication skills
• Library support for finding and using relevant information resources
• IT support
• Accessibility and disability support
• Mental health support
• Safety support
• Social support
• Student Advocacy

Academic Integrity

At Macquarie, academic integrity is at the core of learning, teaching, and research. Resources and services are available to help students meet the expectations required to complete assessments, including free online writing and maths support, academic skills development, and wellbeing consultations.