Teaching Interest
Teaching Interest
MBA Elective Curriculum Personal Selling and Sales Force Management
Description
Personal selling is the primary (and sometimes the only) form of marketing activity for many firms, especially in a business-to-business context. The course focuses on the tactical component of managing a salesforce and on the strategic element of linking sales force management with business strategy. The case studies used in the course will cover a variety of industries ranging from door-to-door selling to professional services firms (e.g., a law firm).
A key element of the course is a graded team project—either a field project sourced by the student(s) or a library project—that makes use of the content learned in the course to analyze a business situation and provide recommendations.