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Dr. Lynnea Mallalieu |
Fall 2009 Sales Management Professional Selling
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Sales Management
Syllabus
Salesperson Performance
Motivation
Personal Characteristics and Aptitude
Recruitment
Compensation
WBYL Case
Training
Power and Motion
Case Table
Evaluation
Principles of Marketing
Syllabus
Chapter 1
Chapter 2
Chapter 3
Chapter 5
Chapter 6
Chapter 7
Chapter 8
Chapter 9
Chapter 10
Chapter 12
Chapter 13
Chapter 14
Chapter 15
Chapter 16
Chapter 17
Chapter 18
Team Assignment
Restaurant Letter
Professional Selling
Syllabus
Exam 1 topic
Exam 1 topic
Ethics
Making the sales call
Grade Sheet
Overcoming Objections
Grade Sheet 2
Role play 2 Ping
Role Play 2 Wilson
Closing the Sale
Adaptive Selling
International Marketing
Syllabus
Culture Topic
Culture cont
Political Environment
Legal Environment
Trading Blocks
Trading Blocks2
Products
Price
Promotion
International Sales/Management
Int sales cont
Place
Sample Article
Global Files
Local Only Files
Student Files
Last Updated on August 16, 2004 UNCW Home Page