MBA 6220 Sales Development Strategies for Products & Services
1.5 units
MBA Program
Telfer School of Management
An exploration of the sales relationship through personal selling, customer, and ‘product’ strategies, applying to both tangible products and knowledge-based services. Developing new business from referrals; Sales force and distribution channel structures; Organizational & career landscape of the professional sales manager and key role-related functions. Sales force analytics. Student teams apply course learnings by engaging with actual clients on a sales development project.
Components:
Lecture
Previously Offered Terms:
Summer
French Equivalent: