Sales and Channel Management

4 units · Graduate courses (200-299)

(Formerly numbered 261A.) Lecture, three hours. Requisite: Management-Executive MBA 411 or Management-Full-Time MBA 411 or Management-Fully Employed MBA 411. Study of problems in management of sales and distribution channels. Issues of personal selling, account management, determining sales force size, organization, and compensation plans. Coverage of channel selection, conflict, power, and control. Extensive use of case studies. Letter grading.