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George Chressanthis, Ph.D.Professor of Healthcare Managementand Marketing

george.chressanthis@temple.edu215-204-6030

Sales Force EffectivenessFox School of BusinessTemple UniversitySALES FORCE

EFFECTIVENESS

The Sales Force Effectiveness (SFE) course

sequence will better prepare Marketing

majors for a successful business career,

whether in customer relationship

management (sales) or other business

functions. Prior research shows the number

of business schools offering sales-specifi c

programs is relatively rare. Yet, students

going through such programs outperform

their counterparts for job placement

and career advancement. Many starting

positions with companies begin with time

in a sales role to acclimate them on

products and customers. Today, the

successful candidate must apply a wide

range of technical, analytical, leadership,

and interpersonal skills. This course

sequence provides students with the

skills necessary for success. So regardless

of your ultimate career objective,

knowledge of sales provide critical skills

needed to achieve your goal.

www.fox.temple.edu/salesforceeffectiveness

The SFE course sequence requires the successful

completion of coursework within the MSCM

department and recommended courses in HRM

and MIS. The course sequence involves a variety

of assessment instruments in each class plus

outside class activities to apply what has been

learned. Given the skills necessary to be successful

in sales, it is recommended that students have

a 3.0 GPA or higher. Students must contact the

department for an interview to discuss suitability

with the department’s expectations and students’

career objectives.

SALES FORCE EFFECTIVENESS

CURRICULUM

The three required MSCM courses, beyond the Marketing major

core, are as follows:

MKT 3504 – Sales and Sales Management

MKT 3508 – Digital Marketing

MKT 3509 – Customer Data Analytics

Students in the MSCM SFE course sequence are strongly

encouraged to take at least two free electives from the

following menu of complementary courses:

HRM 3501 – Power, Influence and Negotiation

HRM 3502 – Leading People at Work

HRM 3503 – Communicating in Organizations

MIS 2502 – Data Analytics

MIS 3538 – Social Media Innovation

MKTG 3581 – Marketing Internship/Co-Operative Experience

NON-COURSE REQUIREMENTS

• Active involvement in the Fox School Professional Sales

Organization. Active involvement in student professional

organization means coming to group meetings,

attending outside guest speaker engagements, and

being involved in organization fundraising activities.

• Earn certifications for demonstrating proficiency

in necessary complementary skills, such as software

knowledge (i.e., Excel, Salesforce.com, etc.)

commonly employed by company sales organizations

and leadership. In addition, the American Marketing

Association certificates are available in sales, leadership,

career development, and market research.

STUDENT ADVANTAGES

Students who complete the MSCM SFE course sequence will be

in a better position to compete for positions in:

• Sales

• Sales Strategy and Operations (sizing, structure,

allocation, targeting quality, disruption analysis, territory

alignment, call planning, incentive compensation,

objective setting, performance metrics and reporting)

• Sales Management

• Business Development

• Consumer Insights, Marketing Research, Brand Manager

• Customer segmentation tracking, evolution and

customer lifetime value assessment

• Media mix effectiveness (social media, broadcast

media, print media, events, website initiatives, brand

communities and assessment)

• Competitor response and strategic assessment

• Pricing management and customer sensitivity to

value propositions