792-247 Salesmanship and Merchandising

Credit Points

HECS Band

Coordinator

Prerequisites

Marketing II.

Semester

Contact

Subject Description

The objective of this subject is to enable participants to:

• appreciate the role of people in sales/merchandising in a business;

• appreciate the role of selling in the marketing process;

• understand the communication and selling process;

• understand the importance of attitudes and motivation to the salesperson;

• understand the difference between benefits and products/services;

• develop sales plans;

• undertake retail inventory control, pricing, sourcing and profit performance.

The content includes: Merchandising, product portfolios and displays, store layout and client/customer flow; selling process; sales planning; salesperson selection and training; salesperson supervision and assessment; selling and product/service value for money or benefit value. Visual and auditory effects in the marketing process. Merchandise planning and budgeting, stock replenishment sourcing and pricing, inventory control.

Assessment

Internal students - Examination (40%); assignment (20%); case studies (25%); objective test (15%). External students - Three assignments of 1500 words each (33% each).