BUS 548 - Sales and Business Development

This course exposes students to the contemporary challenges faced in managing the selling process. The objective of this course is to develop and enhance the skill set that students will need to pursue careers that involve selling and market development. The context for this course is business-to-business marketing. We will pay particular attention to relationship building, socio-cognitive skills, and the role of information technology in sales and distribution. The course centers on three themes – personal selling, sales management, and selling into the channel of distribution.