Specific attention is paid to personal selling, organizing the sales force, compensating and motivating the salesforce, and managing the sales force. The course is approximately half case discussion and half lecture. Students are evaluated primarily on case analyses, class discussion, and a semester-long group project in which they develop and present, orally and in writing, a sales plan for a product or service of their choice. Business to Business Marketing. MBA course designed to introduce students to the issues and decision processes associated with marketing to organizations.
Specific attention is paid to organizational buying, product strategy, and pricing decisions.
The course is approximately half case discussion and half lecture. Students are evaluated primarily on case analyses and in-class discussion. An introductory course for MBA students designed to introduce students to the decision issues and processes associated with marketing management. The course offers a broad overview of marketing issues from a decision making perspective. Students are evaluated based on written case analyses and discussion.