<p>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.</p>

Management

The school's rigorous programs offer exceptional academic preparation, a cooperative and congenial student culture, and access to a thriving business community, as well as support services for scholastic and career advancement.

John E. Anderson Graduate School of Management

The school offers a variety of business and management programs to meet the diverse educational needs and professional goals of its students.

General Catalog

Sales and Channel Management

MGMT 261A

4 units