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.

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.

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.

As the capstone course for marketing majors, this class examines analytical processes for managerial marketing decisions. Topics will include such problem areas as product planning, distribution systems, advertising strategies, information systems, pricing decisions and buying behavior.

As the capstone course for marketing majors, this class examines analytical processes for managerial marketing decisions. Topics will include such problem areas as product planning, distribution systems, advertising strategies, information systems, pricing decisions and buying behavior.

As the capstone course for marketing majors, this class examines analytical processes for managerial marketing decisions. Topics will include such problem areas as product planning, distribution systems, advertising strategies, information systems, pricing decisions and buying behavior.

This course is designed to provide students with an understanding of: the role of marketing function in an organization; the types of marketing decisions and analytical procedures involved in making each decision; the overall marketing planning process; and, the impact of the social, economic, and legal environment on marketing decisions.