Issues of ethics and global marketing are considered. Sales and Sales Management 3 hours Principles and techniques of personal selling are addresses. Management concepts including supervision, control of sales divisions, sales planning, research, motivation, compensation of salespersons, and ethical issues are discussed. Surveys methods of credit management and control as applied to the making of credit decisions, fixing credit limits, handling complicated accounts, adjustments, extensions, compromise settlements, assignments, collection methods and techniques. Emphasis is upon credit and collection methods relating to profitability and capacity to pay debts.
Trade credit is examined as an aspect of financial assets.
3663 Retail Management 3 hours Strategic framework is developed for understanding retailing principles. International environmental issues affecting implementation of retail strategy and operational aspects of planning involving customers and ethical influences are explored. A capstone course covering total enterprise problems in determination, execution, administration, evaluations, and control. Administrative policy integrates the theories of production, marketing, finance, organization, and human resource management and provides an opportunity to study the function of higher-level management as related to the total business environment. No Graduate credit.