2014-2015 Academic Catalog

Nov 15, 2024

2014-2015 Academic Catalog [ARCHIVED CATALOG]

MKT 5485 - Personal Selling/Sales Management

This course provides an overview of the fundamental theory and principles underlying the personal selling process, as well as sales management. Through numerous “role plays,” in-class exercises, and a sales management simulation, emphasis will be placed on the practical application of this theory to real-world marketing situations. The learning environment will involve both individual (role-plays; in-class exercises) and group (simulation) settings.The first class period will be an introductory session. You will be exposed to both fundamentals of personal selling and the sales management process. The second class period will be devoted to an examination of the sales management process in detail. Students will also be divided into teams and exposed to the MARS Sales Management simulation (available on-line at shootformars.com).Approximately 45 minutes of each class period thereafter will be devoted to working (in groups) on the sales management simulation. The remaining class time (class periods 3-7) will be devoted to the personal selling process. Thus, in this class a greater emphasis is placed on developing individual personal selling skills than on managing a sales force.

Open to MBA and MSF students only.

Prerequisites: MKT 4400 or MKT 4402 .

Anticipated Terms Offered: Varies