James Cook University Subject Handbook - 2021

BX2084 - Sales, Services, Business Development and the Digital Frontier

Subject Description

This subject develops understanding of the sales, services, and business development in business-to-business (B2B) and business-to-customer (B2C) contexts. Theoretical understanding of sales, services, and business development is used to select appropriate strategies. This platform is used to build soft skills with practical experience in closing deals with businesses and customers to generate revenue. This subject content is commonly required for graduate marketing positions. This subject is open to all enrolments and does not require any prerequisites. A 'Prep Pack' is available for any students interested in this subject, who are not enrolled in the marketing major or a marketing minor. This subject is supported by industry with opportunities for involvement with relevant professional organisations and functions.

Learning Outcomes

• apply interpersonal skills and knowledge to close deals with customers in a variety of business contexts
• describe and analyse how marketing research contributes to effective sales, services, and business development activities and revenue development
• discuss and apply technical skills for effective sales, services, and business development

Subject Assessment

• Written > Case study analysis - (40%) - Individual
• Written > Concept map - (30%) - Individual
• Performance/Practice/Product > Role play - (30%) - Individual

Note that minor variations might occur due to the continuous subject quality improvement process, and in case of minor variation(s) in assessment details, the Subject Outline represents the latest official information.

Availabilities