MKTG 425 - Course Outline

MKTG 425 - Course Outline - MKTG 425 SALESFORCE MANAGEMENT...

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MKTG 425: SALESFORCE MANAGEMENT Fall 2009 Instructor : Professor K. Joseph Office: 345H Summerfield Hall Tel: (785) 864 - 7535 Fax: (785) 864 - 5328 Office Hours : MW, 12:30 – 1:30 or by appointment. E-mail: [email protected] COURSE OBJECTIVES Selling is the most vital function of a business. Without selling, exchanges do not occur and there is no business. Selling fits into a firm’s strategic plan as the chief instrument for generating income, serving customers, and providing the essentials for a firm to survive - profitable sales. Salespeople make it all happen. Several factors contribute to the success of the sales force in meeting a firm’s objectives. Decisions regarding sales force structure, sales force sizing, territory alignment, market segmentation, compensation policies, pricing polices, and demand forecasting all directly influence the overall effectiveness of the sales force. The primary objective of this course is to familiarize you with the concepts, methodologies, and tools for making sound decisions in these areas. A minor objective of this course is to expose you to the skills required for professional selling. As R. L. Stevenson observed, “everyone lives by selling something.” Learning about selling skills will prove invaluable to you, whatever your ultimate career choice. It will also help you better understand the selling process and thus make you a better manager of salespeople. COURSE ORGANIZATION
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MKTG 425 - Course Outline - MKTG 425 SALESFORCE MANAGEMENT...

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