SALE 6320 - Digital and Social Selling

Credits: 3 Class: 3 Lab: 0
Prerequisite(s): Acceptance into the UHD MBA or Graduate Certificate in Sales and Business Development.
Business development is one aspect of a firm’s overall marketing strategy. This course explores how the sales component fits within the firm’s marketing program. Specifically, this course covers (1) the development of the firm’s marketing strategy and the role of the sales force, (2) the integration of media tools and communication platforms to support business development, and (3) the use of analytical tools in the development, implementation and evaluation of the marketing program. Specific skill sets emphasized in this course are forecasting and the use of technology in customer relationship management.