Advanced Diploma in Salesmanship (Chinese)

This unit covers contemporary sales management and its process. Ranging from understanding the sales function which is the primary source for generating revenue for most organizations to appreciating the necessary qualities and skills required to become an effective sales manager. Topics include the roles and functions of selling in marketing, developing sales strategies and objectives, understanding customers, formulating sales forecast and budget, sales force recruitment, selection and evaluation, training and personal selling skills, motivation, compensation and rewards, key account management, relationship selling, direct marketing, the impact of information technology in selling, sales management, legal and ethical issues in sales management and selling in an international context.

This unit provides an introduction to the nature of organisations in relation to management practices. The unit examines the internal nature of organisations from both a theoretical and practical point of view. The unit develops an understanding of the behaviour of people within organisations and the significance of organisational design and characteristics. The unit aims to provide the basis for, and to underpin further study in, specialist areas of business.

We negotiate all the time at home, as a consumer and at work. For some it seems easy, but for others negotiation is a source of conflict to be resisted and avoided whenever possible. Negotiation is a life skill, and if one knows the art of negotiating, then one will be able to influence the negotiation process in order to steer it towards one’s goals. Through experiential and interactive activities, students will acquire negotiation skills to shape the entire negotiation process and turn objections into opportunities.

This unit aims to prepare and develop students’ ability to understand the sales process and what buyers are looking for from sellers. It will build students’ awareness of self and their skills in influencing clients and prospects. Students will be taught how to prepare, conduct and close a professional business meeting with a client or prospect. Topics include the sales process, the importance of relationship, self-awareness of one’s natural influencing style, building rapport and making a good first impression, understanding and meeting the client’s needs and wants, and closing a deal.

This unit provides students with an understanding of customer buying behaviour. It focuses on the internal and external forces affecting customers' buying decisions in a variety of contexts. It will develop students’ understanding of why consumers make the purchases, what factors influence consumer purchases and the change factors in our society. Topics include stages of the consumer buying process, types of consumer buying behaviour, categories (personal, psychological, social) that affect the consumer buying decision process.

Financial accounting provides students with an understanding of the use of financial statements from a decision-making perspective. Students will be introduced to accounting concepts and principles and will develop skills to account for business transactions and prepare financial statements. Students will learn analytical techniques to interpret and evaluate financial information. Ethical issues will also be discussed.

This unit provides an overview of the importance of developing long-term and profitable relationships with customers and the processes that enable an organisation to communicate and relate to customers. It focuses on managing customer dynamics, attitudes and perceptions. Students will have opportunities to apply and perform a variety of tasks in a range of marketing contexts, roles and business sectors. Students will be exposed to concepts of a typical CRM where a comprehensive, customer-centric approach to an organisation’s philosophy for dealing with its customers. This includes policies and processes, front-of-house customer service, employee, marketing, systems and information management. Hence, it is important that any CRM implementation considerations stretch beyond technology toward the broader organizational requirements.

The aim of this unit is to introduce the student to the role and function of management information systems in business operations. It will develop the students’ ability to identify sources of management information and how these can be used in the decision-making process via electronic and paper-based communication. It will require the students to develop practical applications ability and knowledge as well as the ability to recommend how MIS should be used in business.

This unit is designed to introduce students to the techniques and methods of research. The unit addresses a variety of research methodologies, including the opportunity to carry out interventionist or action research.

Students will be required to produce a project report based on independent research into an area of professional business practice that interests them and will add to their professional development.

The study should use both primary and secondary sources of information, and should be an exploration of a current major issue in the area of entrepreneurship. The study undertaken should build on knowledge, skills and understanding that have been achieved in other units. Tutor approval should be sought before commencing study.