“Current Sale Issue”

This paper will require the student to identify and examine some of the most current issues in personal selling today as well as the decisions that are related to the sales function. This part of the course will link the theories studied with contemporary practices today.


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***The student will select a current sales issue and prepare a written paper, evaluating the topic in context to the personal selling principles, concepts, strategies and targets, presented in the textbooks or discussed in class.


The “topic/issue ” selected for the term paper is at the student’s discretion, however it must be related to the semester study and all issues/topics must be approved by the instructor at the time of your selection.


Projects will be graded on the basis of: Relevance to the topics, the number of references used, the overall quality of writing.


The student is required to utilize current business oriented publications, including but not limited to: The Wall Street Journal, Business Week Magazine, Advertising Age Magazine, The Journal of Marketing, the Journal of marketing Research etc. as referenced and research sources. The Statistical Abstract of the US is a required source. Failure to utilize this source will result in the drop of a letter grade for the research paper.

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