Home: Bachelor of Business : BUMAR302A Sales Management

Weekly Readings

Handley, B, Shanka, T & Rabbanee, FK 2017, 'From resentment to excitement: Australasian students’ perception towards a sales career',
Asia Pacific Journal of Marketing and Logistics, vol. 29, no. 5, pp. 1178-1197, doi:10.1108/APJML-07-2016-0133
Sales and marketing - what's the difference? 2014,
online video, Management Skills Courses, viewed 17 March 2022, <https://youtu.be/b6bcibvr7rg>.
Selling smarter in a world of smarter buyers 2014,
McKinsey & Company, viewed 17 March 2022, <https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/selling-smarter-in-a-world-of-smarter-buyers>.
What is Sales Management.
Harris, R. (2022). What is Sales Management. [online] Available at: https://www.salesforce.com/au/sales/sales-management/.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.

Thompson, D 2018, The four-letter code to selling anything,
online video, TEDx Talks, viewed 17 March 2022, <https://youtu.be/6pY7EjqD3QA>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.
Thompson, D 2018, The four-letter code to selling anything,
online video, TEDx Talks, viewed 17 March 2022, <https://youtu.be/6pY7EjqD3QA>.

Boccuzzi, J 2018, I was seduced by exceptional customer service,
online video, TEDx Talks, viewed 17 March 2022, <https://youtu.be/GH1TXfQSwUQ>.
Ross, D 2020, Popsicle moments: finding a new flavor of customer service,
online video, TEDx Talks, viewed 17 March 2022, <https://youtu.be/CfZrqej03As>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.

Business speaker Erin Meyer: how cultural differences affect business, 2014
online video, The Lavin Agency Speakers Bureau, viewed 17 March 2022, <https://youtu.be/zQvqDv4vbEg>.
New money: the greatest wealth creation event in history 2019,
online video, Stansberry Research, viewed 17 March 2022, <https://youtu.be/CaELQS5kTso>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.

Kohli, V, Paulowsky, R & Stanley, J 2019, How digital is powering the next wave of growth in key-account management,
McKinsey & Company, viewed 17 March 2022, <https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-digital-is-powering-the-next-wave-of-growth-in-key-account-management>.
Brown, W 2020, 30 60 90 day success plan for new key account managers,
online video, Account Manager Tips, viewed 17 March 2022, <https://youtu.be/5lBteHSHSaQ>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.

Dixon, M & Adamson, B 2011, Selling is not about relationships,
Harvard Business Review, viewed 17 March 2022, <https://hbr.org/2011/09/selling-is-not-about-relatio>.
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Morin, M 2018, Building sustainable relationships that bring brands and people closer,
online video, TEDx Talks, viewed 17 March 2022, <https://youtu.be/Hp0Q8Z5Isz4>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.

Chaine, A 2019, Technology impact on sales organization,
Medium, viewed 17 March 2022, <https://medium.com/swlh/technology-impact-on-sales-organization-a7b90ad9612e>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.
 What is CRM? | Customer Relationship Management.
Education Leaves. (2023). What is CRM? | Customer Relationship Management.

Khan, H 2016, Stop managing, start leading,
online video, TEDx Talks, viewed 17 March 2022, <https://youtu.be/d_HHnEROy_w>.
Zoltners, AA, Lorimer, SE & Sinh, PK 2019, '7 ways sales teams can set better goals',
Harvard Business Review, 14 June, pp. 2-4, viewed 17 March 2022, Business Source Complete.
Jobber, D, Lancaster, G, & Le, MK (2019),Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.

Goyette, Kerry 2016, Stop trying to motivate your employees,
online video, TEDx Talks, viewed 17 March 2020, <https://youtu.be/7lhVUedc1a4>.
What are you really paying for?: improving return on reward investment 2014,
PricewaterhouseCoopers, viewed 17 March 2022, <https://www.pwc.com.au/people-business/assets/publications/optimising-reward-jul14.pdf>.
Jobber, D, Lancaster, G, & Le, MK (2019), Selling and Sales Management,
eBook, viewed 14 March 2025, ProQuest eBook Central.