Topics include recruiting, selecting, training, motivating, and evaluating the sales force, as well as sales forecasting and time and territory management. Additionally, this course examines the role of personal selling in the marketing mix. Students learn theory and gain practice in prospecting, presenting, overcoming objections, closing and follow-up. This course focuses on the relevant methodologies and analytic tools that marketing researchers applyto obtain information for decision-making. Students are expected to get hands-on experience and develop proficiency in using primary and secondary sources of data.
Writing is an essential component of the course.
Students will investigate new areas and developments in theory, research and practice in Marketing. Specialized topics will vary each semester. Students will investigate key concepts and strategic issues associated with marketing to business and organizational customers. Strategic differences between business and consumer marketing will be examined. Students will apply course concepts by means of analysis of case studies of actual decision situations.