Module Outline
Date retreived
22/07/2026 11:56 PM AWST
22/07/2026 11:56 PM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
Sales Management B
Sales Management B
Module
National Code
State Code
17035
17035
DTWD Status
Approved
Approved
State Implementation and Classification
Approved Date
09/03/1995
Field of Education
080501 - Sales
Nominal Hours
34
Description
To develop an understanding of motivation.
To be able to provide sales training to sales
people.
To be able to choose the most effective method of remuneration for sales people.
To gain an understanding of sales force motivation,
and the problems caused by competition and inequity.
To be able to provide sales training to sales
people.
To be able to choose the most effective method of remuneration for sales people.
To gain an understanding of sales force motivation,
and the problems caused by competition and inequity.
No information
Evidence Guide
Internal Assessment 40%
Examination 60%
A pass in both internal assessment and examination
is required.
Objective Test 20%
Presentation 20% One two-hour
examination 60%
Objective Test should test student's ability to
reason, rather than test for evidence of rote
learning.
Class Presentation should consist of two parts:
- Students to address the group whereby fellow students are
to be given the opportunity to question the presenter. A Grade of 20% may be
awarded.
- The presenter is to hand in a hard copy of the work, for
which a Pass or Fail will be given.
Examination 60%
A pass in both internal assessment and examination
is required.
Objective Test 20%
Presentation 20% One two-hour
examination 60%
Objective Test should test student's ability to
reason, rather than test for evidence of rote
learning.
Class Presentation should consist of two parts:
- Students to address the group whereby fellow students are
to be given the opportunity to question the presenter. A Grade of 20% may be
awarded.
- The presenter is to hand in a hard copy of the work, for
which a Pass or Fail will be given.
Elements and Performance Criteria
No information
No information
Associated Qual/Courses
| State Code | National Code | Title | Type |
|---|---|---|---|
| 9019 | Business (Management) | Accredited course |