A study of models of buyer behavior and the communications process in the buyer-seller setting. Includes development of the appropriate selling strategies and tactics from the first step of prospecting by the salesperson, through the sales approach, presentation and handling of objections, to the closing of the sale. Examination of the primary tasks of managing the sales force. Go to R. Mullins . An evaluation of retailing in our economy with emphasis on change in a dynamic environment.
Topics focus on a balance of environmental factors and strategies for retailing.
Specific topics of location, structure, store organization, operations, service, and inventory are included. Go to R. Mullins . Both domestic and multinational structures are handled in terms of global marketing. Cross cultural issues will be emphasized throughout the course. Hours Arranged special study in the major area.