Retail + Sales Management
This MBA elective course explores the domain of retailing and sales, tools for marketing to the final consumer. Emphasis is placed on aspects of sales & retailing not covered in other courses. Students examine trends in retailing, covering historical perspective, retailing structure and institutions, consumer behavior in the retail sector, franchising, retail pricing, location strategy, and retailing productivity. The course also provides the conceptual basis for addressing strategic and tactical problems of sales management, and develops the ability to apply these concepts to actual situations.