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Sales Management and Business Development Course Descriptions

Interested in pursuing an MBA in Sales Management and Business Development or a Sales Management and Business Development certificate? Here are the courses you will be taking in this MBA specialization.

Course Descriptions for Courses in Sales Management and Business Development Concentration

MBA6350 Advances in Personal Selling
MBA6352 Selling Negotiation & Communication
MBA6354 Integrated Marketing Programs and Sales Force
MBA6356 Sales Leadership and Managerial Performance
MBA6358 Sales Management Strategy

MBA 6350 Advances in Personal Selling

This course will equip students with the most current sales knowledge and skills to succeed in today's competitive markets.  It will provide a thorough review of the steps in the sales presentation process with an emphasis on relationship selling, adaptive selling, and the use of technology to improve the selling process.

MBA 6352 Sales Negotiation & Communication            

Sales communication is the primary vehicle salespeople have at their disposal to effectively navigate as a boundary spanner and create value for the customer and the organization.  Practical and theoretical concepts include effective writing techniques, ability to adjust presentation according to audience, ability to use negotiation and persuasion principles across humanistic sales interactions, ability to appreciate sales interactions across a diverse cultural workforce, and understand how to effectively coach these skills to sales employees.

MBA 6354 Integrated Marketing Programs and the Sales Force

Business development is one aspect of a firm's overall marketing strategy.  This course explores how the sales component fits within the firm's marketing program.   Specifically, this course covers (1) development of the firm's marketing strategy and the role of the sales force, (2) the integration of media tools and communication platforms to support business development, and (3) the use of analytical tools in development, implementation and evaluation of the marketing program.  Specific skill sets emphasized in this course are forecasting and the use of technology in customer relationship management.

MBA 6356 Sales Leadership and Managerial Performance

Leaders must effectively develop and manage a sales force to meet sales objectives. Specifically, sales leaders will need to interpret derailment factors and mitigate risk.  Sales leaders foster an ethical environment and consider the consequences of unethical behavior.  Finally, sales leaders must use influence tactics and persuasion techniques to motivate boundary spanning teams to implement the sales management strategy.

MBA 6358 Sales Management Strategy

Sales management is critical to many company's success.  Sales are often the most expensive part of the marketing mix and are the most important direct link to the customer.  Since, in today's extremely competitive business it is unlikely for customers to beat a path to a company's door (a la Thoreau), it is up to the company's sales force to persuade the target market(s) of the benefits of the company's product in meeting consumer needs.  Theoretical and quantitative concepts, methods, models, and strategies covered in the course include a general overview of the sales management process, the interrelationship among the components of and the implementation process of the strategic sales program, the basic elements of evaluation and control and key trends that will affect sales management in the 21st century.