MGMT 261A

Sales and Channel Management

Description: Lecture, three hours. Requisite: course 411. Study of problems in management of sales and distribution channels. Issues of personal selling, account management, determining sales force size, organization, and compensation plans. Coverage of channel selection, conflict, power, and control. Extensive use of case studies. Letter grading.

Units: 4.0
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Randolph Bucklin

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Andres Terech

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