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Chapter 1
Introduction & Course Overview
Marketing & Effective Personal Selling
Business to Business Selling and the Buy Class Framework
Chapter 2
Managing the Selling Process
Case: Lawford Electric
STRATEGIC ISSUES IN SALES FORCE MANAGEMENT
Vertical Integration & the Selling Function
Case: Jamestown
Control Systems
Chapter 5
Structuring the Sales Force
Case: Wright Line
Structuring the Sales Force Continued Case: Siebel
Territory Response Functions & Sales Force Allocation
Case: Syntex
Chapter 6
Territory Design
Chapter 7:
Guest Speaker: Ty Curry, ZS Associates
Strategy for Optimal Sales Productivity
Wrap-up Strategic Issues in SFM
-Midterm Examination Answer Guide
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