MKT 614 Personal Selling and Sales Management

For graduate students only. Through lectures, student presentations, journal articles and lab sessions, this course examines the personal selling process and the use of a professional, customer-oriented problem-solving approach in selling situations. Reviews the nature of a sales job and issues in the supervision and motivation of salespeople, and ethical challenges they face.

Credits

4

Prerequisite

Foundation courses.

Corequisite

MKT 609.

Offered

spring semester.