Student develops a specific program with instructor. One or more papers is typically expected. May be repeated to a maximum of six credits. This course does not count as an elective towards the major.

This course is an advanced treatment of two related concepts that are vital to the success of an enterprise; quality and productivity. As a key ingredient of competitive strategy, quality encompasses many attributes of a product or service - such as its design, its features, fit and finish, durability, safety, and customer treatment. In highly competitive settings, a firm that achieves and sustains high quality levels for its goods and/or services, while remaining at least as efficient as competitors in processes used to produce these outputs, tends to outperform its competitors.

A detailed exposure to personal selling techniques. Emphasis placed on sales process, especially planning and delivery of sales presentations. Selected sales management topics include recruiting, training, motivating and evaluating sales people, as well as ethical and legal issues.

A detailed exposure to personal selling techniques. Emphasis placed on sales process, especially planning and delivery of sales presentations. Selected sales management topics include recruiting, training, motivating and evaluating sales people, as well as ethical and legal issues.

A detailed exposure to personal selling techniques. Emphasis placed on sales process, especially planning and delivery of sales presentations. Selected sales management topics include recruiting, training, motivating and evaluating sales people, as well as ethical and legal issues.

Data mining is concerned with tools and techniques to numerically and visually explore vast data sets, classify data, predict outcomes, and identify associations, patterns, and exceptional events. Such capabilities enable firms to - for example -- better segment markets, evaluate and classify stocks, identify prospective customers, predict contingencies and catastrophes, identify defaulters and fraudulent transactions, measure churn, identify threats, perform service requests, and bundle goods and services. Such capabilities are critical in global, competitive business settings.

Examines responsibilities, challenges, and potential rewards that are inherent in the role of managing a sales force. Topics include recruitment, selection, training, motivation, performance appraisal, territory allocation, leadership, and ethical dimensions.

Examines responsibilities, challenges, and potential rewards that are inherent in the role of managing a sales force. Topics include recruitment, selection, training, motivation, performance appraisal, territory allocation, leadership, and ethical dimensions.

Examines responsibilities, challenges, and potential rewards that are inherent in the role of managing a sales force. Topics include recruitment, selection, training, motivation, performance appraisal, territory allocation, leadership, and ethical dimensions.

The primary objectives of this course are to: 1) familiarize the student with selected strategic marketing issues in a multinational environment, 2) examine alternative ways by which a firm can expand internationally, and 3) help the student develop a systematic approach for dealing with global and international marketing issues.