Topics include communication, leadership, decision-making, power, politics, and job design. Responsibilities and functions of the sales manager, including structure of sales organizations, selection of sales people, recruiting, sales training, compensation plans, sales forecasting, and budgets. An investigation of behavior and communication research, appraising models, methodology, and concepts applicable to marketing. Designing marketing communication systems whose structure and output reflect a behavioral orientation toward the market place. Uses contemporary examples to illustrate consumer behavior models.
Marginal analysis is used as an accept-reject technique to evaluate various credit policies.
Present-value analysis and statistical techniques may also be used in the examination of the credit department in a corporation. Through readings and discussions the fundamental principles of business management as proposed by Deming, Juran, and Crosby are explored, and compared with Scientific Management, the dominant management paradigm used in Western enterprises. This new paradigm will be compared with your experiences to help you better understand the strengths and weaknesses of any organization. Enhances awareness of effective labor-management relations. The problems and rewards of international business, covering both marketing techniques and marketing management in international markets.