COLLEGE OF BUSINESS, HOSPITALITY AND TOURISM STUDIESSCHOOL OF MANAGEMENT & INFORMATION SYSTEM DEPARTMENT OF MANAGEMENT, IR & OHS MGT607 16 Credit Points Sales Management Trimester 1 2012 UNIT COORDINATOR: TBA CONTRIBUTING LECTURERS: TBA TUTORS: N/A LECTURES: TBA (on FNU Homepage) LABS: TBA (in class in week 1) CONSULTATION TIME: Walk-in: TBA (in class in week1) Or through appointment with the Dept secretary PREREQUISITE: MGT501 OR equivalent E-INFORMATION: All pertinent information relating to the unit shall be posted on Moodle and Class share. Students are required to check their emails regularly for communication from the lecturer. Check the announcements on the Moodle or/and class share. TOTAL LEARNING HOURS: Contact Hours 72 Lectures 48 Tutorials (using labs) 24 Labs/Workshops - Field Trip(s) - Self Directed Learning (during term) hours 96 Self Directed Learning (Mid-Term Break) hours 24 Self Directed Learning (Study & Exam Weeks) hours 48 Total Learning Hours 240 1 Finally it helps one to learn the steps and phases involved in managing the sales force and gain sufficient knowledge to be able to coordinate sales management processes. 3. Interpret the various leadership styles to plan and conduct sales meeting and solve related issues. 3. Analyze importance of the organizations core accounts 7. 10. 11.0 Unit Description This programme brings together an understanding of sales force investment and its appropriateness in terms of quantum. and effective sales force programme. 9. 12. 5. The course demonstrates how a sales force can better capitalize on new technologies and avoid falling victim to technology-based threats. 0 Learning Outcomes On successful completion of this unit. Formulate how to achieve sales and the minimum opportunity a sales person should persue. Analyze the various individual needs and incentive systems. This further helps to understand the sales force management process. It helps to assess motivation levels of sales personnel and describe how one can drive extraordinary performance. Generate an understanding of the strategic marketing and management planning. 2 . Evaluate recruiting and selection process for the sales job and the various sources of recruitment. students will be able to: 1. The course further shows how to encourage the sales force to generate profitable sales and build long term customer relationships without adding excessive complexity to the process. 8. Evaluate sales management process and the competencies required for successful sales. This course has been designed for students who would like to start a career in Sales Management 2. Evaluate the importance of business and sales ethics. Analyze and examine various compensation methods and plans for compensating sales people.0 Welcome I welcome you to this Unit and hope that you will find it enriching and interesting.1. Diagnose training needs of a sales force and develop effective sales training programme. 2. This unit will develop students’ knowledge and skills in developing Sales Management concepts and how to apply them to solve business problems. structure and capability. Judge the basic selling models and the phases involved in the models. 4. 6. Analyze the purchasing process and the factors influencing the purchasing behaviour. 3 Diagnose the sales management process. Text: Dalrymple J. Wirtz. Cron L. 3. Douglas.2 Analyze the changes in personal sales and sales management. Services Marketing: Concepts. Services Marketing. Thomas. Hoffman. Third Edition. Prentice Hall 5. PERFORMANCE CRITERIA: 1. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 3 . (2004).4. 6th Edition.4 Evaluate the competencies of successful sales managers. Eighth Edition. Strategies & Cases.0 Unit Content and Reading References Topic 1: INTRODUCTION TO SELLING AND SALES MANAGEMENT Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The student should be able to design sales management process and the competencies required for successful sales. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Lecture Notes 2. William and DeCarlo E. Lovelock. Sales Management. mins business magazines. Reading Resource Materials 1. Douglas and John Bateson (2006). 1.1 Analyze sales management and its relation to other marketing activities. Christopher and Jochen 4. 1. 1. Cengage. 4 Design the account relationship strategy element of a sales force program Reading Resource Materials 1. Strategies & Cases. Eighth Edition. Wirtz. Lecture Notes 2. Douglas and John Bateson (2006). Third Edition. William and DeCarlo E. 6th Edition. mins business magazines. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 4 . 3. Thomas. Cron L.2 Formulate the major steps involved in strategic marketing planning 2. Prentice Hall 5. Douglas.Topic 2: STRATEGY AND SALES PROGRAMME PLANNING Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The student should be able to generate understanding of the strategic marketing and management planning. Lovelock. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Cengage. and effective sales force programme. Christopher and Jochen 4. Services Marketing: Concepts.3 Diagnose the four strategy implementation processes involving the sales force 2. Sales Management. Hoffman. (2004). Services Marketing. PERFORMANCE CRITERIA: 2. Text: Dalrymple J.1 Analyze strategic management planning 2. Text: Dalrymple J. mins business magazines. William and DeCarlo E.4 Evaluate how salespeople can manage their time more efficiently. Thomas. (2004).2 Determine the minimum opportunity a salesperson should pursue. 3. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Hoffman. Services Marketing: Concepts. 6th Edition. 3. Cengage. Third Edition. PERFORMANCE CRITERIA: 3. Christopher and Jochen 4.Topic 3: SALES OPPORTUNITY MANAGEMENT Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The students should be able to formulate how to achieve sales and the minimum opportunity a sales person should pursue. Eighth Edition. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 5 .1 Diagnose the effective steps for generating new accounts. 3. Sales Management. Prentice Hall 5.3 Diagnose four methods for setting opportunity priorities and indicate when each method should be used. Lecture Notes 2. Wirtz. Lovelock. Services Marketing. 3. Douglas and John Bateson (2006). Douglas. Strategies & Cases. Cron L. Reading Resource Materials 1. 1 Formulate the steps in the professional purchasing process. 4. 4. Christopher and Jochen 4.2 Analyze the different buying influences in the buying centre. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers.Eighth Edition. Lovelock. Prentice Hall 5. William and DeCarlo E. (2004). Wirtz. Lecture Notes 2. Douglas. PERFORMANCE CRITERIA: 4. Hoffman. Douglas and John Bateson (2006). Strategies & Cases. Thomas. Third Edition.Topic 4: ACCOUNT RELATIONSHIP MANAGEMENT Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The students should be able to design the purchasing process and the factors influencing the purchasing behavior. mins business magazines. Cron L. Services Marketing. Cengage. 3. Text: Dalrymple J. Sales Management.4 Diagnose factors critical to gaining commitment to a relationship Reading Resource Materials 1. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 6 .3 Examine how relationships are likely to evolve. 4. Services Marketing: Concepts. 6th Edition. 3. Hoffman. PERFORMANCE CRITERIA: 5. Services Marketing: Concepts.Eighth Edition. Strategies & Cases. Text: Dalrymple J. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 7 .1 Diagnose the basic types of selling models. (2004).Topic 5: CUSTOMER INTERACTION MANAGEMENT Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The students should be able to analyze the understanding of the basic selling models and the phases involved in the models. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Douglas. Sales Management. William and DeCarlo E. 6th Edition. mins business magazines. Cron L. 5. 5.2 Examine the skills utilized in the pre-interaction phase. 5.3 Analyze the skills involved in the interaction phase.4 Evaluate the skills involved in the post-interaction phase. Lovelock. Cengage. Thomas. Christopher and Jochen 4. Prentice Hall 5. Douglas and John Bateson (2006). Reading Resource Materials 1. Services Marketing. Wirtz. Third Edition. Lecture Notes 2. Topic 6: SALES FORCE ORGANISATION Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The students should be able to analyze the importance of the organizations core accounts PERFORMANCE CRITERIA: 6. Lecture Notes 2. Text: Dalrymple J. Eighth Edition. (2004). 6. Sales Management. Prentice Hall 5. Thomas. mins business magazines.2 Examine what a strategic accounts management programme means.5 Analyze evolving trends in sales force organization. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 8 . Wirtz. Lovelock. Cengage.1 Determine the various ways by which sales forces can be organized. William and DeCarlo E.4 Analyze why and when sales agents are utilized. Hoffman. 6th Edition. Services Marketing. 6. Strategies & Cases. Douglas. Services Marketing: Concepts. Christopher and Jochen 4.3 Formulate the reasons for the growth in telemarketing and its implementation issues. Third Edition. 6. Douglas and John Bateson (2006). Reading Resource Materials 1. 3. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. 6. Cron L. Strategies & Cases. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. (2004). Services Marketing. Cron L. Eighth Edition.1 Diagnose how to plan for recruiting and selection 7. Services Marketing: Concepts. Douglas.4 Diagnose the selection and validation process Reading Resource Materials 1.2 Analyze relevant hiring criteria for sales jobs. mins business magazines. Sales Management. William and DeCarlo E. Lecture Notes 2. 6th Edition. Text: Dalrymple J. 7. 7. Christopher and Jochen 4. Douglas and John Bateson (2006). watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 9 . Prentice Hall 5. Third Edition. Hoffman. Wirtz. Cengage. PERFORMANCE CRITERIA: 7.3 Generate the different sources of recruits.Topic 7: RECRUITING AND SELECTING PERSONNEL Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The students should be able to formulate the recruiting and selection process for the sales job and the various sources of recruitment. 3. Thomas. Lovelock. Services Marketing. 8.Eighth Edition.4 Examine the use of line. 8.6 Formulate the different methods for evaluating training results. William and DeCarlo E.1 Generate specific training needs for a sales force.Topic 8: SALES TRAINING Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The student should be able to evaluate the training needs of a sales force and develop effective sales training programme. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Reading Resource Materials 1. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 10 . Douglas. Lecture Notes 2. Douglas and John Bateson (2006). Services Marketing: Concepts. Strategies & Cases. 8. 8. mins business magazines. Sales Management. 6th Edition.3 Analyze the advantage of centralized and decentralized training. 3. 8. (2004).5 Generate the value of alternative training methods and media. Cron L. Text: Dalrymple J. Prentice Hall 5. PERFORMANCE CRITERIA: 8. Thomas. Third Edition. Hoffman. Christopher and Jochen 4. staff and outside trainers. Cengage.2 Formulate the topics to include in a training programme. Lovelock. Wirtz. 0: LEADERSHIP Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 11. Thomas. PERFORMANCE CRITERIA: 9.5 Diagnose common people’s problems. Douglas.Eighth Edition. Sales Management. Christopher and Jochen 4. Strategies & Cases. Third Edition. (2004). 9. Douglas and John Bateson (2006). William and DeCarlo E. 9.1 Analyze what is meant by leadership. Text: Dalrymple J. Services Marketing. Lovelock.4 Diagnose what is involved in planning and conducting a sales meeting. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 11 . 3. Wirtz. Lecture Notes 2.5hrs LEARNING OUTCOME: The students should be able to analyze and diagnose various leadership styles to plan and conduct sales meeting and solve related issues. 9.Topic 9. Prentice Hall 5.3 Analyze the appropriate leadership styles for a particular situation. Services Marketing: Concepts.2 Diagnose how leaders manage change. 9. Hoffman. 6th Edition. mins business magazines. Reading Resource Materials 1. Cengage. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Cron L. 10. (2004).Topic 10: ETHICAL LEADERSHIP Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The students should be able to analyze the importance of business and sales ethics. Cengage. 3. Lovelock. Text: Dalrymple J. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 12 .Eighth Edition. Sales Management. Thomas. Wirtz. Douglas. 10. Hoffman. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers.2 Evaluate how to make decisions that involve ethical problems. mins business magazines. PERFORMANCE CRITERIA: 10.4 Design how to build a sales ethics program Reading Resource Materials 1.1 Analyze the moral bases for business ethics. Third Edition. William and DeCarlo E. Strategies & Cases. 6th Edition. Christopher and Jochen 4. Lecture Notes 2.3 Validate the issues of common sales ethics. Cron L. 10. Douglas and John Bateson (2006). Services Marketing: Concepts. Services Marketing. Prentice Hall 5. Douglas.5 Design incentive and recognition programs and their limitations. Reading Resource Materials 1. Cron L. 11. Hoffman. Cengage. Strategies & Cases.Eighth Edition. Douglas and John Bateson (2006). SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours Topic 12: COMPENSATING SALESPEOPLE 13 . (2004). 11. William and DeCarlo E. Christopher and Jochen 4. mins business magazines. Third Edition. Text: Dalrymple J. Services Marketing.4 Evaluate different types of quotas and the administrative issues involved in using quotas. Sales Management. 11.2 Analyze motivation and explain sales managers’ concerns with motivation.Topic 11: MOTIVATING SALESPEOPLE Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The student should be able to analyze and explain various individual needs and incentive systems. Prentice Hall 5.3 Diagnose the basic model of the motivation process. 6th Edition. PERFORMANCE CRITERIA: 11. Lovelock. Wirtz. Services Marketing: Concepts. 11. Thomas. Lecture Notes 2.1 Compare and contrast how and why individual needs may differ. 3. Services Marketing.1 Formulate the need for wages against company resources. Text: Dalrymple J. Hoffman. Christopher and Jochen 4. PERFORMANCE CRITERIA: 12. Third Edition. Wirtz.Eighth Edition. Cengage. Reading Resource Materials 1. Lovelock.3 Evaluate the different pay levels. watching TV news Research 24hrs/12 2 hrs Group discussions 2 hrs Assignment/Project Searching internet 2 hr Total Self Directed Learning = 14 Hours 5. Services Marketing: Concepts. Prentice Hall 5. William and DeCarlo E. 6th Edition.4 Design and assemble a compensation plan. Thomas. mins business magazines. 12. 12. Cron L.0 Resources 14 .2 Design the appropriate compensation methods 12. Sales Management. Douglas and John Bateson (2006). 3.Lecture Hrs: 4 Tutorial/Workshop Hrs: 2 SDL Hrs: 14 hrs LEARNING OUTCOME: The student should be able to analyze the various compensation methods and plans for compensating sales people. (2004). Lecture Notes 2. Strategies & Cases. Douglas. SDL Activities Study lecture notes 20 slides x 1 hr Reading book chapter 2 hrs 3 mins 20 pages x 6 mins Tutorial preparation 1 hrs Prep Mid Term & Final 24 hrs/12 2 hrs Exam Study journal articles 10pp x 12 2 hrs Reading newspapers. Supplementary 2. Third Edition. 6th Edition. Post Mid Trimester Test 20% 4.1 Grades (a) The overall mark for the unit depends on performance during the trimester (50%) and performance in the final examination (50%). Cron L.00-2. Hoffman. Strategies & Cases.1 Grade Marks GPA A+ 90-100 4.73-3.93 Pass D+ 45-49 1.00-3. In Class Assessment ASSESSMENT 1. (2004).93 Distinction B+ 75-79 3. Wirtz.00 High Distinction A 85-89 4. Eighth Edition. Dalrymple J.33-2. It is highly recommended that students attend all tutorials/labs/workshops.2 Letter Grade Scale The following grading scales would be used: 6. 1. Thomas. Christopher and Jochen 3.27 Pass C. that is. Douglas.33-3.60 Fail 15 .0 Assessment 1. Cengage. to obtain a grade of C or better. 80-84 3.67-1. 6. Tutorial Exercise & Tutorial Participation 5% Continuous Assessment 50% Final Examination 50% (b) In order to pass the unit.33-1.60 Pass C 55-59 2. 50-54 1.60 High Credit B 70-74 3. Lovelock.67-2.33-5. Short Test 10% 2.27 Credit B. Douglas and John Bateson (2006). Project Report (group) 15% 3. The recommended texts are: 1. Services Marketing. Sales Management. William and DeCarlo E. Prentice Hall 4. it is necessary to score at least 40% (ie 20/50) in the final examination. 65-69 2. Services Marketing: Concepts.93 Credit C+ 60-64 2.00-4.27 Distinction A. 0 Programme Regulations and Dissatisfaction with Assessment The academic conduct of the students are governed by the University Academic and Students Regulation (UASR).67-0.D 40-44 1. 1. the student may refer the work to the HOD. Following this reassessment. Final Examination Scripts 16 .60 Fail DNQ Did Not Qualify. Should a student be dissatisfied with either the internal or external assessment.93 Fail E Below 35 0-0. Final Exam: The student can apply for re-check of the grade as per the procedures laid down in the UASR. student received over 50% of total 0 Fail marks but did not meet other specified conditions for a pass W Withdrawn from Unit 0 CT Credit Transfer 0 Cross credit (CT) NV Null & Void for Dishonest practice 0 I Result withheld/Incomplete assessment 0 X Continuing course 0 DNC Did Not Complete 0 CP Compassionate Pass 0 Aeg Aegrotat Pass 0 PT Pass Terminating 0 P Pass 0 NP Not Passed 0 1.27 Fail D.0 Plagiarism and Dishonest Practice Regulation Plagiarism and dishonest practices are serious offences for which offenders shall be penalized. Internal Assessment: The student can refer the work back to the unit coordinator for checking and reassessment. they can take the following steps to get redress of their grievance. Students must read the relevant section of UASR to understand the various types of cases defined as dishonest practices in academic work and to also know the penalties associated with these kinds of practices. 9. 35-39 0.00-1. All students must obtain a copy of the UASR from the FNU academic office and familiarize themselves with all academic matters. The HOD will then appoint another lecturer to examine the work and result will then stand. if the student is still dissatisfied. a careful check that the coursework mark has been accurately transposed within the proportions previously established by the examiner. to the Academic Office. Reconsideration of unit grades shall comprise 10.5. 10.4.1.5. Applications shall be made by lodging a duly completed form prescribed for this purpose to the 17 .a careful check that the referred to examination question and part-question was read by the examiner and given an appropriate mark. Applications for reconsideration shall be made only after a student has viewed his/her exam script and the marking guide under the provisions of s14 above.a careful check that the total examination mark has been accurately transposed within the proportions (% coursework vs.1. 9. and the basis for this. 10. which shall submit the application to the respective Dean.5.7. and remains unsatisfied with the results obtained. 10. 10.8.3. 10. 10. Applications need to be made by lodging a duly completed ‘Reconsideration of Assessment’ form.6. the student may apply to the College Academic Appeals Committee for reconsideration of the grade/result.3. A student may obtain a copy of his/her assessed final exam script(s).5. A student may apply for reconsideration of the final (end-point) assessment. 10. or within ten working days otherwise. 10. and Appeals 10. Reconsideration of Assessment and Unit Grades. The outcome of the reconsideration shall be communicated to the student by the Academic Office within two days of the receipt of the report from the Dean. upon application on the prescribed form and upon the payment of the prescribed administration fee(s). and 10.a careful computation of all the marks awarded for the coursework. 10. If the student is dissatisfied with the outcome of the application. 10. 9.1. % final examination) previously established by the examiner. 10. The Dean or the Head of the Academic Section authorized by the Dean to deal with applications for reconsideration of grades shall cause the reconsideration to be done expeditiously and independently. or 21 days of the date of release of the results otherwise. and all other written materials submitted for assessment in a unit. together with the necessary fees for the reconsideration. A student may view online marking guide for in the final exam paper.4. The application shall be considered and a decision communicated to the Academic Office within five working days of the receipt of the application for reconsideration from the Academic Office if the course under reconsideration is a prerequisite to a course that the student is required to undertake in the term immediately following to complete his/her Programme.2.2. Applications for reconsideration shall be made within five days of the result being released if the student wishes to pursue a course to which the course(s) under reconsideration is a prerequisite.2. 9.5. Appeals shall be made within five working days of the date of the notification of the outcome of the application for reconsideration.5. No access to exam scripts shall be permitted after 12 months of the release of results for any unit. The application for reconsideration shall specify the question(s) which he/she is seeking a reconsideration of.a careful remarking of the question(s) being asked for reconsideration.5.3. The Appeals Committee shall cause a careful reconsideration of the documents as listed in s15. raised or lowered following reconsideration under this section. 10. 10. If the application fails. with no loss of fee paid for the unit. the student shall be deregistered from the unit. if.5 above.14. 10.16. Academic Office. 18 . 10.10. which then shall be sent by the Academic Office to the College Appeals Committee within one working day of its receipt. 10.13. 10. The decision of the Students’ Appeals Committee shall be final. as well as cause to be carried out a careful examination of all or a sample of other scripts (with such sample determined by a specified process by the Academic Office) for the unit to ensure consistency of marking and assessment. Any and all fee paid for reconsideration of a unit grade . shall be refunded to the candidate. The College Academic Appeals Committee shall advise the Academic Office of the outcome of the appeal within five working days from the date of the receipt of the application from the Academic Office if the course is a prerequisite to a course that the student would need to do in the term immediately following to complete a programme or within 15 working days otherwise. the grade for the unit is raised. This appeal must be lodged within two working days from the date of the notification if the course under reconsideration is a prerequisite to a course that the student is required to undertake in the term immediately following to complete his/her Programme or within ten working days otherwise. A student who is dissatisfied with the award of the College Academic Appeals Committee may appeal further to the Students’ Appeals Committee for reconsideration of the decision of the College Academic Appeals Committee. A student may be given provisional admission into a unit if the unit whose grade is under reconsideration or is under appeal is a prerequisite. The Academic Office shall advise the student within 24 hours by email or phone. A grade may be unchanged. The Students’ Appeals Committee shall advice the Academic Office of the outcome of the appeal within five working days of the date of the lodgement of the appeal if the appeal concerns a prerequisite to another unit that the student needs to do in the term immediately following to complete the programme.12.15.9. 10. including the fees to get a copy of the script and to view the marking guide. Appeals against the decision of the College Academic Appeals Committee shall be made by lodging the prescribed application form [‘Appeal: Reconsideration of Assessment’] to the Academic Office. as a result of the reconsideration or appeals. 10. The admission would be confirmed if the student’s application succeeds.11. or 20 working days otherwise.