Marketing 425 - Sales&Distrb Stratgy

The role of marketing management in determining the place of personal selling and distribution in the marketing mix. The role of the sales manager in supervising the functions of recruiting, hiring, organizing and controlling the sales force. Various types of selling; emphasis on managerial functions. Discussion also includes the roles and functions of channel members.

This course is open to Seniors and Juniors in the Isenberg School of Management and Resource Economics majors with Managerial Economics subplans only. Pre Req: MARKETING 301 To Students who are unable to enroll/register for this course through Spire, please request permission to enroll by contacting the Marketing Department Office Manager, Cheryl Brissette, cbrissette@isenberg.umass.edu, Isenberg 235

This course is for motivated students who seek to learn the most modern and highly effective professional selling skills in the marketplace. This interactive course utilizes a "theory to practice" approach. Students will engage in multiple in-class activities designed to strengthen their understanding of the sales process and equip them with the skills they need to excel in today's business world. This course embraces technology, and students will have the opportunity to be trained on "world-class" sales training and organization tools. This course includes a training segment on Customer Relationship Management (CRM) during which they will earn a professional certification. Students should expect to participate in a number of highly interactive, in-class exercises (including videotaped sales calls) all of which are designed to help refine and elevate selling skills. There will also be opportunities for students to participate in many activities outside the classroom to enhance "real world" application of selling skills. These opportunities will be completely voluntary and open to all students in the course.