MBA Elective Curriculum Personal Selling and Sales Force Management

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.