Mastering The Sale
Testimonials
Aleksandra Shcherbakova
Master of Management
“I have met some truly impressive talents and kind personalities among our lecturers."
Angelica Balajadia
Master of Management
“I have found my people here, I have networked here. I am open to doors opening and so many doors are opening already."
Wiranpatchara (Sandy) Wongchanapai
Master of International Business
"Whilst studying at ICMS, I was able to have a strong work/study life balance".
Cameron Colvin
Bachelor of Business (Marketing)
"My work experience boosted my confidence and allowed me to apply theoretical knowledge in practical settings."
Taylor McLeod
Bachelor of Business (Sports Management)
“The small, intimate environment in my lectures makes me feel like I am being heard and that I am getting the most out of my studies."
Julie Williams
Bachelor of Business (Fashion and Global Brand Management)
"I chose ICMS because they have provided me with the opportunity to kickstart my career through their many industry partners".
Keegan Du Preez
Bachelor of Business Management (Accounting)
"ICMS is realistic. They understand the realistic expectations of various markets. It’s not just textbook knowledge, especially compared to every other competitor".
Michaela Mayes
Bachelor of Business (Marketing)
"ICMS' Work Integrated Learning gave me the ability to gain real life experience before I even graduated".
Alana Williams
Bachelor of Business (Accounting)
“I worked full time whilst studying, with ICMS allowing for such a great work to study ratio and balance, where I was flexibly allowed to do both.”
Juliette Wilson
Bachelor of Business (Marketing)
"I think the biggest thing is that you get a personalised experience, and you’ll be treated like a person, not a number".
Calum McKnight
Bachelor of Business (Marketing)
“Very quickly, ICMS gave me a circle of friends who are pretty driven – but who also like to have fun – and when I see where they are now it’s pretty exciting and it drives me further.”
Ewan Metcalfe
Bachelor of Business (Sports Management)
"Through being at this college and the geographical location, it always reminded me to stay grounded, keep working hard to further improve my life and stay happy".
This subject is available under ICMS undergraduate degrees, please click the button below to find an undergraduate course for you.
Subject Code:
BUS305A
Subject Aim:
Sales is the lifeblood of any business. Modern sales focus on relationship building to help create trust between the seller and the buyer. Effective salespeople understand the needs of the buyer and develop a persuasive message to help differentiate the company’s product and/or services.
In this subject, students will be introduced to the sales process, from prospecting to closing the deal and managing the client. Additionally, students will be exposed to sales and psychology theories and techniques, which when used correctly, lead to them becoming their client’s trusted advisor. ‘Nothing happens until a sale is made’. (Thomas Watson Sr.)
Learning Outcomes:
- a) Interpret customer’s wants through the different stages of the personal selling process
- b) Integrate personal selling techniques to make adequate sales related dialogue
- c) Create an impactful elevator pitch
- d) Evaluate the key elements of successful sales management models and the approaches used
Student Assessment:
| No | Type | Weighting | Learning Outcomes |
| 1 | Case Study | 30% | a, d |
| 2 | Elevator Pitch Competition (G)* | 30% | b, c |
| 3 | Sales Toolkit | 40% | a, b, d |