MRKTG301-20B (HAM)

Sales and Business Development

15 Points

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Division of Management
School of Management and Marketing

Staff

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Convenor(s)

Lecturer(s)

Administrator(s)

: helena.wang@waikato.ac.nz

Placement/WIL Coordinator(s)

Tutor(s)

: kean.jones@waikato.ac.nz
: neil.lynn@waikato.ac.nz

Student Representative(s)

Lab Technician(s)

Librarian(s)

: nat.enright@waikato.ac.nz

You can contact staff by:

  • Calling +64 7 838 4466 select option 1, then enter the extension.
  • Extensions starting with 4, 5, 9 or 3 can also be direct dialled:
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Paper Description

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Within today’s increasingly competitive environments, the ability to make a sale and secure new business is a critical success factor. The successful sales and business development manager needs to be more customer-centric, strategic, entrepreneurial and multi-skilled than ever before. Using a mix of teaching and learning methodologies the purpose of this paper is to provide students with a solid platform of theory relating to the development of new business together with opportunities to apply it to real-world situations. The focus is to help students to prepare for a sales-related career.

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Paper Structure

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This paper will seek to employ a combination of teaching and learning methods such as videos/lecture recordings, readings and discussion, but with a special emphasis on a group ‘action-learning assignment’ (learning by doing) supported by a series of workshops.

Over the twelve weeks of the Trimester this paper will cover ten core lecture topics (during weeks 2-11) bookended by a ‘Paper Introduction’ in week 1 and a ‘Paper Review’ in week 12. Each of the ten core lecture topics are broken down into a number of subtopics which are available online for students to study independently each week – along with one or more corresponding readings. Each student is required to keep up with this weekly programme of study.

An 'Action Learning Assignment' (ALA) forms an integral part of this paper (see details under Group Report in the Assignment Details section of this paper outline). For the purpose of undertaking this assignment the class will be divided into small groups and each group will be working on a specific project on behalf of a host company. Consequently, each group will be expected to meet (either face-to-face or virtually) with the lecturer/tutor for a series of workshops for guidance regarding their group's project (in weeks 3, 6, 9, 10, 11, 12, 13).

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Learning Outcomes

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Students who successfully complete the paper should be able to:

  • Discuss the sales and business development manager's role as a part of a company’s overall marketing effort.
    Linked to the following assessments:
  • Identify and explain the key theories, concepts and processes involved in effective new business development.
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  • Identify and explain the managerial skills necessary for identifying new business opportunities.
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  • Identify and explain the managerial skills necessary for planning and executing a ‘model’ sales presentation to a prospective customer.
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  • Demonstrate an ability to work effectively as part of a small team.
    Linked to the following assessments:
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Assessment

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See details below.
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Assessment Components

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The internal assessment/exam ratio (as stated in the University Calendar) is 100:0. There is no final exam. The final exam makes up 0% of the overall mark.

The internal assessment/exam ratio (as stated in the University Calendar) is 100:0 or 0:0, whichever is more favourable for the student. The final exam makes up either 0% or 0% of the overall mark.

Component DescriptionDue Date TimePercentage of overall markSubmission MethodCompulsory
1. Individual Interview Report
6 Aug 2020
1:00 PM
14
  • Online: Submit through Moodle
2. Individual Essay
11 Sep 2020
1:00 PM
21
  • Online: Submit through Moodle
3. Individual Learning Journal
9 Oct 2020
1:00 PM
26
  • Online: Submit through Moodle
4. Group Report - Action Learning Assignment (ALA)
15 Oct 2020
1:00 PM
33
  • Online: Submit through Moodle
5. Group Progress Reports - ALA (six in total, worth 1% each)
6
  • Email: Lecturer
  • Hand-in: In Workshop
Assessment Total:     100    
Failing to complete a compulsory assessment component of a paper will result in an IC grade
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Required and Recommended Readings

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Required Readings

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  1. Futrell, C. M., Angihotri, R and Krush, M.T. (2019). ABC's of Relationship Selling through Service. 13th Edition. (Note: the 10th, 11th and 12th editions are fine - just check chapter sequencing).
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Recommended Readings

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The readings for this paper will be available online via Moodle.

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Other Resources

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Readings

Brooksbank, R & Fullerton, S. (2020) Cognitive dissonance revisited: A typology of B2B buyers' post-decision ‘cognitive states’ and its implications for sales professionals. Asia Pacific Journal of Marketing and Logistics https://doi.org/10.1108/APJML-01-2019-0068

Brooksbank, Roger (2007). How to Close More Sales. Dunmore Publishing.

Brooksbank, Roger (2002). How to become a more successful salesperson. Marketing The Improvement Group - Unit 5

Dugan, R., Hochstein, B., Rouziou, M., & Britton, Benjamin B. (2019) Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance. Journal of Personal Selling & Sales Management 39(1) 81-101.

Edmunds, C. (2016) A strategic asset for the longer term. International Journal of Sales Transformation Q2, 46-49

Riesterer, T & Simon, C. (2020). A (virtual) reality check: mastering the role of selling. International Journal of Sales Transformation Q1, 88-94

Subhan, Z., Brooksbank, R., Rader, S., Steel, D., and Mackey, K. (2014). Running and Effective Induction Program for New Sales Recruits: Lessons from the Financial Services Industry. Journal of Selling, 14(1), 20-34

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Online Support

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All material available via Moodle.
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Workload

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Students might expect to spend about 200 hours in total during a semester on this 15-point paper.
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Linkages to Other Papers

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Prerequisite(s)

Prerequisite papers: MKTG151 or MRKTG101

Corequisite(s)

Equivalent(s)

Restriction(s)

Restricted papers: MKTG359 and MKTG459

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