James Cook University Subject Handbook - 2024

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

Subject Description

No matter where you find yourself in your career, at some stage you will need to sell either yourself, an idea, an opportunity, an offer or a product. This subject develops understanding of the sales, services, and business development in business-to-business (B2B) and business-to-customer (B2C) contexts. Theoretical and practical 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. In this subject you will learn the art and complexity of sales negotiation so that you can effectively communicate your position and requirements whilst asking the questions to better understand that of the other party to reach mutually beneficial outcomes. You will also learn how to identify business growth opportunities through conducting a situational analysis. No matter what line of work you find yourself in once you graduate, you will use the skills learned in this subject.

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%) - Group
• 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