Time Schedule:
Dorothy A Paun
B BUS 429
Bothell Campus
Topics of current interest to faculty and students. Offered when allowed by faculty availability and sufficient student interest. Prerequisite: minimum grade of 1.7 in B BUS 320.
Class description
OPEN TO NON-BUSINESS MAJORS; NO PREREQUISITE. Taught by a former stock broker and current UW-Seattle professor, this course is a traditional sales management course incorporating Zen approaches to selling. Course objectives are to provide conceptual knowledge, illustrate real world business applications, and facilitate student discussions of the following sales management topics. 1) Sales management environment and ethics; 2) Customer relationships and building long term loyalty and partnerships; 3) The professional selling process; 4) Sales force planning and organizing; 5) Recruiting, selecting, and training salespeople; 6) Leadership sales management styles; 7) Sales force motivation and compensation; and 8) Sales performance appraisals.
Student learning goals
See above.
General method of instruction
Lecture, discussion, case studies.
Recommended preparation
None.
Class assignments and grading
A comprehensive final exam.
