2021-2022 Undergraduate Catalog

MKG 432 Sales Strategy

This course focuses on developing strategic approaches to the selling effort. This includes examining the roles of traditional sales forces, team selling, and national account management. Other topics include time and territory management, developing and using visual aids, customer incentives, and negotiation. Course work in this class will include extensive role-playing exercises.

Prerequisite: MKG 300, MKG 325; permission of the department chairperson.