Sep 26, 2023  
2018-2019 Graduate Studies Bulletin 
2018-2019 Graduate Studies Bulletin [ARCHIVED BULLETIN]

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MKT 240 - Personal Selling and Sales Management in a Global Environment

Semester Hours: 3


A comprehensive analysis of both domestic and global sales force management and the related activities and problems associated with the 21st century’s global business environment. Emphasis on understanding diverse situations that contemporary global managers must face, including discussion of managing sales force for best salesperson performance; factors of performance and assessment metrics; key account management and analytics; cross-cultural and virtual communications; core skills needed for effective negotiation in the global sales context; digital innovation and its impact on domestic and global sales; and ethical, sustainable, and socially responsible selling.

Prerequisite(s)/Course Notes:
MKT 203 . Open only to matriculated graduate students in the Frank G. Zarb School of Business  and in other Schools at Hofstra where appropriate. See specific program requirements.

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