SALE 6325 - Applied Sales Strategy

Credits: 3 Class: 3 Lab: 0
Prerequisite(s): Acceptance into the UHD MBA or Graduate Certificate in Sales and Business Development.
Sales strategy is critical to any company’s success. Sales are often the most expensive part of the marketing mix and are the most crucial direct link to the customer. Since in today’s extremely competitive business, it is unlikely for customers to beat a path to a company’s door (a la Thoreau), it is up to the company’s sales force to persuade the target market(s) of the benefits of the company’s product in meeting consumer needs. Theoretical and quantitative concepts, methods, models, and strategies covered in the course include a general overview of the sales management process, the interrelationship among the components of and the implementation process of the strategic sales program, the essential elements of evaluation and control, and key trends that will affect sales management in the 21st century.