MKTG 624 - Sales and Distribution Management

Units: 3
Marketing channels used for consumer as well as business-to-business products and services through the study of a textbook, cases, simulation, and/or independent analysis of various businesses along with their distribution channel.

Prerequisites: Post-baccalaureate standing, MKTG 607.
Possible Instructional Methods: Entirely On-ground, or Hybrid.
Grading: A-F grading only.
Student Learning Outcomes - Upon successful completion of this course students will be able to:

Apply fundamental concepts involving the selling and buying process with particular emphasis on oral, written, and interpersonal communications.
Integrate various methods of developing, directing, and evaluating sales forces and distribution channels. Identify how institutions develop and expand customer relationships.
Analyze how institutions conceive, produce, and transfer goods and services to points of consumption.
Discuss ethical considerations that occur when making sales and sales management decisions.
Discuss critically about the current and future direction of marketing channels.