Sales & Customer Management

3 units

Business market (B2B) transactions involving sales (vs. “marketing”) comprise a significant part of any economy – and perhaps the bulk. This course builds concepts, frameworks, and skills for students targeting commercial-facing, revenue-related career paths across a broad range of industries, with a focus on establishing and managing B2B relationships. We will explore methods and techniques in the areas of sales management, product management, and customer management. We accomplish this by applying tools and frameworks from the areas of marketing, negotiations, and managerial accounting. Students may not take both MKT 5820 and MKT 6820 for credit.