Course Syllabus: https://citytech.cuny.edu/business/docs/courses/MKT2414.pdf
Professor: G. McGriff
Course Description: The course involves the management of a sales force and its
activities. It explores primarily the intricacies of an outside sales force (the salesperson who reaches out directly to the customer), including the management of sales forces of manufacturers and wholesale intermediaries. Additionally, the role of the sales force in supply chain management is presented. The course (and textbook) describe a development program for effective sales management: the planning, implementation, and evaluation of sales vis-à-vis the current economic climate. In keeping with the values of City Tech, both the role of technology and the impact of globalization will be assessed. Consequently, virtual sales forces plus technology applications will also be covered in this course. Finally, case studies will be
used to help students understand the demands of selling in a dynamic, shrinking world.
Assignments:
