Strategies and techniques for developing effective sales people. A review of review practices related to sales management, business development, selling strategies, and learning objectives essential to developing the skills, knowledge, and abilities to create a competent sales force.

Living in the age of technology has implications for everyone in Business & Marketing Education (BME) and Human Resource Development (HRD). Technology that makes it possible to collect huge amounts of data has given more individuals and organizations the power and responsibility to analyze data and make decisions based on this data. The amount of data being collected on our preferences, attitudes, and behaviors will only increase in the future, and this rich data can be used towards a variety of ends. In this course, we will use quantitative methods to uncover the information in large data sets and then consider how individuals and organizations are able to gain a competitive advantage by acting on this information. Topics covered in this course include: - Critical analysis of complex issues related to BME and HRD in organizations; - Major techniques of quantitative data analyses used in BME and HRD; - How to use of Excel and Excel Add-in Tools to conduct data analyses; - How to make effective decisions based on quantitative information in BME and HRD situations; and - Effective reporting of quantitative results to meet the expectations of stakeholders.

Materials, methods, and approaches to teaching marketing promotion. Advertising, promotion, public relations, direct selling, visual merchandising, and direct marketing.

Project management for business and industry. Project lifecycles, deliverables, and processes as they are commonly used in the workplace.

Principles of customer relationship management, brand identity, and integrated marketing communications. Comprehensive framework for how organizations interact with their various publics to create goodwill/loyalty.

In this course, students will learn how to understand and incorporate advanced professional selling topics into practical experiences in professional sales. Students will improve their ability to communicate effectively and identify, define, and solve problems through role-play simulations that incorporates topics such as Understanding Objections, Understanding Sales Differentiators, Networking, CRM and Strategic Relationships, and Sales Management. In addition, students will gain understanding of the sales cycle and how to successfully navigate buyer interactions for business relationships. Students will also describe how internships and introspective assessments can foster greater career progression in professional sales.

Diversity, equity, and inclusion in the workplace. Issues of recruitment, selection, management, learning, leadership, and performance.

Basic understanding and personal experience with how e-marketing can be used as part of an overall marketing and promotion plan.

Hiring, motivating, performance enhancement. Customer relationship management, data analysis, quantitative methods. Developing metrics to evaluate individual/group performance in attaining an organization's strategic goals. prereq: MKTG 3040 or 3041