Course Description

Foundation Year, Semester 1

FY101               Math Applied

Mathematics is required by every educated person needing to know to process, evaluate, and understand the numerical and graphical information in our society. Math Applied is usually adopted by economists, financers, or businessmen to settle most issues in finance, probability, statistics, and economic growth / downturn, etc.

In Math Applied, the interdisciplinary field of study includes Swiss and Series, Determinant of Matrix and Linear Equation, Real-valued Function, Derivatives and Integrals, Function of Several Real Variables, Partial Derivatives, Total and Absolute Derivatives, and Linear Problems.

FY102               Office Application

Office Application is intended to introduce students to basic office applications useful for office work (i.e. Microsoft Word and Excel, PowerPoint, etc.). It is to do with a spreadsheet application. That is, the study involves calculation, graphing tools, pivot tables, and a macro programming language called Visual Basic for Applications. This enables graduates to use basic office applications for the sake of their work administrations.

FY103               Theory of Economics

This subject focuses on, “What are Economics and Market Economics? Theories of Demands and Supplies, Monetary and Economics, the Culculation of Monetary’s Value, and Manufacturing Economics,” and it also focuses on the organizing and managing the enterprises.

FY104               Introduction to Business

This subject is an oriented course in the Faculty of Business Administration and Tourism and Faculty of Social Science and Economics that will expose students to business terminology, concepts, and current business issues. The aim of the course is to develop a viable business terminology, foster critical and analytical thinking, and refine the business decision-making skills.

The overall contents of this subject mainly are about the conception and the basis of important sectors in business such as what Business and Economics are. Specifically, it is about the awareness of crucial success in the business world and how small businesses shall be started, operated, monitored and evaluated. Indeed, the interdisciplinary study of this subject mainly focuses on three major forms of businesses, the awareness of ethics and the responsibility of business with a society as a whole, the awareness of management and effective human resources management, and the principles of manufacturing management in a business.

FY105               Core English 1-A

English language courses are adopted to fit students studying in the Faculty of Business Administration and Tourism and Faculty of Social Science and Economics since all majors in these faculties are non-English programs to be conducted. The course aims at qualifying students in these faculties the ability to use English effectively in their prospective careers.

The subject of Core English 1-A is the first level of English language study for this major. It is a topic-based young adult/adult English language course, adapted from the NetLanguages’ General English Online Self-study course. It combines a multi-layered syllabuses, a topic- and text-based approach to materials design, and a communicative methodology to make an engaging and effective course for learners and teachers alike. In addition, the subject allows maximum of flexibility and provides an unprecedented range of quality print and online resources.

Foundation Year, Semester 2

FY206               Khmer Study

In this subject, students explore, compare and contrast the rituals, practices, art and culture of Buddhism and Brahmanism during the Funan, Chenla, Angkorian, Uddong, Chaktomok, colonized epochs and its newly development among modern ideologies along with Khmer history. In addition, Students analyze the evolution of literary ideas and texts during the period of Cambodian independence.

After the completion of the course, students will be proud of Khmer Nation because they can understand the work of Khmer ancestors for building up the foundation of Khmer culture and civilization from the past with a famous legacy in Southeast Asia.

FY207               Basic Statistics

The calculation of probability of issues that may happen after the theory has been put into practice to identify the methods how to select random sampling, and collect this random sampling to reach an estimation, medium parameters, and percentage of population and use this random sampling to make testing. Population has a medium comparison or percentage of population with one number and medium comparisons or population statistics with global statistics (two or more).

FY208               Basic Marketing

The Marketing is the subject which enable learners to be excited, brave, and updated.This subject has an emphasis on the principles of marketing which is the the most fundamental basis in studying Marketing Subject as a whole. The design of this subject is aimed at improving students’ capacity to have profound understanding in exploring the markets for selling products as many as possible in today acute competitive conditions.

FY209               Basic Accounting

This subject will study the process of determining transaction, measurement records and the economic interpretation of the transactions of the funnel unit within the specified period. The Basic Accounting Course will help learners to develop their skills in the accounting field, from understanding Profit and Loss accounts to VAT. The course will cover a range of lessons and provide multiple examples for assessment.

FY2010             Core English 1-B          

English language courses are adopted to fit students studying in the Faculty of Business Administration and Tourism and Faculty of Social Science and Economics since all majors in these faculties are non-English programs to be conducted. The course aims at qualifying students in these faculties the ability to use English effectively in their prospective careers.

The subject of Core English 1-B is the second level of English language study for this major. It is a topic-based young adult/adult English language course, adapted from the NetLanguages’ General English Online Self-study course. It combines a multi-layered syllabuses, a topic- and text-based approach to materials design, and a communicative methodology to make an engaging and effective course for learners and teachers alike. In addition, the subject allows maximum of flexibility and provides an unprecedented range of quality print and online resources.

Year 2, Semester 1

ORB303301     Organizational Behaviour

This course integrates the study of management principles and practices with the study of human behavior within organizations. The primary goal of this course is to prepare students for advanced leadership roles in modern organization. This course will provide a good foundation for students intending to study in any major, as the main objective of this course is to provide students with the essential content and experiences they need to become a motivating student, successful manager and an effective employee in any type of work they do in the future. By taking the course students will understand themselves and other people at work and will be able to learn how to create effective work groups to be successful in life.

The course will examine the contemporary principles, techniques and research findings in management and organizational behavior that are driving high performance and continuous improvement in business today. To understand management and organizational behavior, concepts associated with continuous improvement in individual and group processes will be discussed. Specific attention will be given to Organizational Behaviors, Diversity in Organization, Attitudes and Job Satisfaction, Personality and Values, Perceptions and Individual Decision Making, Motivation Concepts, Foundations of Group Behavior, Communication, Leadership, Power and Politics, and Conflict and Negotiation.

PRM303302     Principle of Management

Principles of Management, Skills and Competencies are a comprehensive course on the management process from a manager’s perspective, with particular emphasis on the skills, competencies, techniques and knowledge needed to successfully manage an organization. This course explores the basic concepts and processes of management. Students will examine the fundamental roles and processes of planning, leading, organizing and controlling that comprise the managers’ role. It focuses on the entire organization from both a short and long-term perspective for strategic vision, setting objectives, crafting a strategy and then implementing it.

This course will enable students to develop short and long-range plans to effectively accomplish organizational goals. Students will develop skills related to the manager’s function as required in today’s competitive environment. This course examines the logic and working of organizations. It also investigates how organizations develop and maintain competitive advantage within a changing business environment influenced by political, economic, social, technological, legal and environmental factors. The course content is organized around the four ‘pillars’ of management viz. planning, organizing, leading and control [POLC] for systematic understanding of management-related challenges and applying conceptual tools and techniques in analyzing, evaluating and addressing management issues.

MIE303303      Microeconomics

This is a core course in introductory microeconomic theory, introducing students to the fundamental principles of how to think like an economist. By the end of the course, students should be able to combine abstract concepts with formal analytical tools in order to understand how consumers and producers make optimal choices, and how these choices affect real market outcomes.

The course examines how individuals and firms make decisions by weighing up costs and benefits, and how the interaction of their decisions leads to market and social outcomes. The model of market supply and demand is employed to examine the effects of taxes, subsidies, and other government interventions in market activity. The implications of different market structures, including perfect competition and monopoly, are examined. Public goods, externalities and common resources are key examples of cases in which private markets may yield socially sub-optimal outcomes. Such cases are examined and the role of government policy in correcting for these is discussed.

MKTM303304          Marketing Management

This course is planned to be a fundamental base for other Marketing courses, such as Strategic Marketing Planning, Industrial Marketing, Marketing Research, International Marketing, and Services Marketing. It’s intended as a practical tool on how to make right decisions on marketing mix strategies. This course also has a fit with such integrative courses as Strategic Management, International Business, and Financial Management etc.

This course provides an introduction to all aspects of marketing, including strategic marketing planning, marketing research, product planning and development, promotion planning, distribution and pricing. It provides an understanding of the theories of the marketing mix variables, and a practical application in the context of the marketing management cycle processes of research, planning, organization, implementation and control. The latter part of the program examines the process of marketing management in different sectors of Cambodia economy.

EAPI303305    EAP (English for Academic Purposes)

This course is designed for the students to develop their listening, speaking, reading and writing skills in English and it may help them functioning well in the prospective careers. It aims at accurate and fluent communication, extending grammatical, lexical and functional skills in the major.

Therefore, Bachelor’s Degree or Associate’s Degree students at university with English proficiency at least pre-intermediate level who wish to prepare themselves and improve their communication skills in business English in order to improve their employment prospects upon their graduation. It teaches basic business skills in English needed to communicate in a variety of different work settings. Essentially, the course introduces and examines various skills in English language under business English context including communication, careers, employment, import-export, marketing, retail, competition, innovation, money/negotiation, market research, investment, and ethics.

Year 2, Semester 2

MAE303401    Macroeconomics

This course provides an overview of macroeconomic issues: the determination of output, employment, unemployment, interest rates, and inflation. Monetary and fiscal policies are discussed. Important policy debates such as, the sub-prime crisis, social security, the public debt, and international economic issues are critically explored. The course introduces basic models of macroeconomics and illustrates principles with the experience of the international, regional, and local economies.

BLA303402     Business Law

This subject introduces learners to law in general and application to business specifically, comprehensive study of the law of contracts and the principal and agent relationship.

The main content of this course is aimed at training students to know about the Camdodian legal system, Khmer history, Cambodian modern law in Roman-German legal system, wealthy businessman, traders and properties, obligations of traders, commercial enterprises, commerical units, co-ownership company, and equity affiliates. In addition, it will figure out the structure of Cambodia companies’ branches, foreign trade companies, general rules of commercial contract, special trade contracts, labor laws in the field of businesses, administrative obligations of enterprises, dispute resolutions, and the acknowledgement of any of other types of businesses and companies locally, regionally, and internationally.

COB303403     Consumer Behaviour

Understanding how and why consumers behave in a given way enables marketers to design and implement better marketing strategies. Consumer Behaviour focuses upon understanding consumer decision-making processes and the various factors that influence these processes. Collaborative work processes, inquiry and communication skills within marketing contexts are focused upon for student attribute development.

Students develop an appreciation for the influence consumer behavior has on marketing activities. Students apply psychological, social and cultural concepts to marketing decision making. Topics include the importance of consumer behaviour and research; internal influences such as motivation and involvement, personality, self-image, life-style, perception, learning, attitude formation and change, and communication; external influences such as culture, subculture, social class, reference groups and family, and the diffusion of innovations; and consumer decision making.

BET303404      Business Ethics

This business ethics course offers an introduction into the concept of values, morality, as well as cultural beliefs and upbringing in all areas of business, from consumer rights to corporate social responsibility. Decisions made by shift managers or corporate presidents may affect thousands of individuals or entire communities. Consumers today expect and demand integrity, honesty, and transparency in all levels of their environment. Understanding those expectations is the key to communicating core values and behavior not only to employees, but society in general.

The course introduces students to the relevance and importance of ethics and social responsibility in business. Important learning objectives are to increase students’ awareness and understanding of ethical issues in business, and to provide students with useful conceptual tools to guide analysis and decisions. The ultimate intent of the course is to leave students better equipped to identify, think critically about, and resolve ethical issues that are encountered in one’s working life at the individual, organizational, and societal levels.

EAPII303405   EAP (English for Academic Purposes)                     

This course is more advanced to EAPI302305

Year 3, Semester 1

LAL303501     Labour Law

This course will strengthen students’ knowledge and practices in the Cambodian Labour Law and working conditions in HR/employee management. Understanding how the Cambodian Labour Law works in relation to a company or an organization as a whole to ensure that students will meet the minimum requirements.

In addition, the study on labor law is an important contribution to facilitate students to take all kind of national codes of conduct for grated such as national constitution, convention, laws, regulations, decrees, sub-degree, Prakas, directive and information which are necessary for ensuring the implementation and actions related to the jobs of the private sectors, including the role of employers and employees in working performance and the accountabilities to the law.

MKTS303502  Marketing for Service

The services sector has become a vital one for both developed and developing countries as its contribution to GDP and employment grows progressively each year. At the same time, business model innovations and information technology advancements continually create new services and opportunities to provide high value to customers and employees at lower costs. Even manufacturing and technology industries are compelled today to rely on services and service quality to gain competitive advantage. Studying Marketing for Service is, therefore, indispensable regardless of the industry one chooses to work in as services pervade the world around us.

This course builds on the knowledge and understanding that you have gained from your basic marketing course. It acquaints students with the unique challenges inherent in the marketing of services, and the concepts, tools and strategies needed to address them. The course takes a multi-disciplinary view of a firm’s strategies to attract, satisfy and retain customers and employees in ways that increase long-term profitability and shareholder value. Through a blend of interactive lectures, group projects, individual assignments and class discussions, theory and practice are juxtaposed to enhance your learning and appreciation of services marketing across a variety of industries.

CCM303503    Cross Culture Management

This course is designed to convey the major principles relating to management across cultural and national boundaries. It focuses on interpersonal approaches between people of different cultures in work settings as opposed to a country specific approach. That is, the approach is used to understand the effect of culture in a way that can then be applied to a wide variety of cross-cultural interactions in a number of organisational context. Participants will interact, examine concepts, cases to increase awareness, and understanding concerning the influence of culture on management and management practices.

Students will benefit from basic and advanced knowledge of management and organisational behavioural concepts. Before attempting this course, students are advised that it is important to complete the appropriate prerequisite course(s) listed on the front of this course profile. No responsibility will be accepted by the School of Business, the Faculty of Business, Economics and Law or the University of Queensland for poor student performance occurring in courses where the appropriate prerequisite(s) has/have not been completed, for any reason whatsoever.

ENT303504     Entrepreneurship

Entrepreneurship is the capacity and willingness to develop, organize and manage a business venture along with any of its risks in order to make a profit. The most obvious example of entrepreneurship is the starting of new businesses. In economics, entrepreneurship combined with land, labor, natural resources and capital can produce profit. Entrepreneurial spirit is characterized by innovation and risk-taking, and is an essential part of a nation's ability to succeed in an ever changing and increasingly competitive global marketplace.

This course is designed to help students evaluate the business skills and commitment necessary to successfully operate an entrepreneurial venture and review the challenges and rewards of entrepreneurship. Students will learn about themselves, their decisions, and their goals to determine how entrepreneurship can play a role in their lives. Students will also be introduced to entrepreneurship from an economic perspective and the concepts of environmentally sustainable practices and social entrepreneurship.

ESAP303505   ESAP (English for Specific Academic Purposes)

Since English for Specific Academic Purposes (ESAP) is concerned with the specific needs of students in particular disciplines, the course is designed to fulfill the requirements of the students majoring in any skill in Faculty of Business Administration and Tourism and Faculty of Social Science and Economics at Asia Euro University. In its specification, ESAP consists of reading, vocabulary, grammar, speaking, listening and writing relevant to those majors of the faculties. Indeed, the course aims at qualifying students in these faculties the English proficiency in their prospective careers. Therefore, with ESAP successful completion, students whose majors are non-English instructed will be able to use English language independently and effectively.

Year 3, Semester 2

STRM303601  Strategic Marketing

The purpose of this course is to prepare students for real world marketing challenges described above. This is an advanced course for undergraduate students specializing in Marketing. Taken in year 3, semester 2, this course server as a “capstone” course that integrates all concepts and frameworks learned from prior marketing courses. Students will address critical decision issue involved in marketing planning at a strategic level, including segmentation and positioning, product development, new market entry, and management of the marketing budget.

In order to great students up for the role of a marketing manager (a position which many of students are aiming—and likely—to hold within four years of graduation), this course provides an experiential learning environment in which students will giant not only an appreciation but also a personal feel for the tasks of strategic marking planning and decision making. Within this environment, student will learn to became an effective marketing decision maker, one who is capable of minimizing (though not completely removing) much of the uncertainties surrounding marketing decisions through disciplined analysis and prudent judgment. In this course, students do not just read about marketing strategy formulation; students practice it! And students do not just talk strategy recommendation; you execute it (and be accountable for the result of it)!

PUR303602     Public Relations

Public Relations introduces students to the planning process involved in putting together and coordinating organizational public relations efforts. In this course, students will learn what is involved in developing, implementing and evaluating public relations strategies.

The course provides insights on understanding an organization’s internal and external environment; as well as identifying and addressing public relations situations that emerge in these environments. Students will learn how to develop objectives, and design strategies and select tactics that can better serve the organization’s goals. Additionally, students will learn from current public relations strategies, by analyzing and discussing good and bad practices. This course also focuses on the use of social media and other new media channels in strategic public relations, examining when and how they can be employed to better serve the organization communication and relationship building needs.

HRM303603    Human Resource Management

Human Resource Management (HRM) is provided to the major in order to acquaint students the awareness of formalized systems devised for the managing of people within an institution. In fact, the course features three major areas: recruitment, compensation and benefits for employees, defining and designing jobs, and working-performance appraisal. Essentially, the purpose of HRM is to increase the productivity of an institution by optimizing the efficiency of its staffs. This mandate is unlikely to change in any fundamental way, despite the ever-increasing pace of change in the business world. The basic mission of human resources will always be to acquire, develop, and retain talent that align the workforce with the business and be an excellent contributor to the business.

PERS303604   Personal Selling

This course covers the basic concepts and practices of relationship selling. The focus is on a "how to" approach, which stresses learning by doing through examples, exercises and role-playing of selling situations. The skills developed in this course are applicable in all aspects of life - course work, job search, career sales, and idea presentation.

This course will enable the student to communicate with prospective customers to understand their needs, match thoseneeds with the appropriate product or service and present an effectivepresentation. Through the use of terminology, practice in role-plays and anunderstanding of the appropriate approaches and strategies, the student will gain an understanding of the opportunities in the field of personal selling and what it takes to be successful.

MKTR303605Marketing Research

The fundamental concepts and stages of marketing research provided within an overall structural framework, including: how to integrate stages, carry out research in a scientific manner, read and analyse research reports, apply research skills.

This course aims to provide students with a back ground in research methods, issues related to conducting marketing research, data analysis, and methods of evaluation related to marketing. Knowledge of these topics will enable students to both implement and evaluate marketing research during their professional careers. It is assumed that students enrolled in this course have a basic understanding of marketing terminology and concepts.

Year 4, Semester 1

PRM303701     Project Management

This course guides students through fundamental concepts of project management and behavioral skills needed to successfully launch, lead, and realize benefits from projects in profit and nonprofit organizations. Successful project managers skillfully manage their resources, schedules, risks, and scope to produce a desired outcome. In this course, students explore project management with a practical, hands-on approach through case studies and class exercises. A key and often overlooked challenge for project managers is the ability to manage without influence—to gain the support of stakeholders and access to resources not directly under their control. Special attention is given to critical success factors required to overcome resistance to change. The course will review causes of project failure and how to mitigate risks through proper planning in the early phases of a new initiative.

This course focuses on project management methodology that will allow students to initiate and manage projects efficiently and effectively. Students will learn key project management skills and strategies, and they will have the opportunity to apply this knowledge through their prospective careers.

TQM303702    Total Quality Management

Total Quality Management (TQM) is a scientific approach for management and employees to be involved in the continuous improvement of processes underlying the production of goods and services. This approach is fundamental in business, industry, evidence-based medicine and many other disciplines.

Students who complete this course will be able to critically appraise management techniques, choose appropriate statistical techniques for improving processes and write reports to management describing processes and recommending ways to improve them. People need to be aware of what they can and can't do with data. Management is limited to what it knows and so too is the organisation. Awareness of statistical techniques and their use is paramount to collecting information and making decisions. Quantitative skills are necessary in order to make decisions - else you are just another person with an opinion.

INB303703       International Business

The course explores the challenges of managing a culturally diverse work force and the complexities of managing in countries with different religions, traditions, and value systems. This course focuses on the ability of managers to lead, motivate, communicate, and negotiate with individuals with different attitudes towards achievement and work, time and change, wealth and success, gender and the family, religion and language.

This course provides an overview of the environment, concepts, and basic differences involved in international business. Topics include forms of foreign involvement, international trade theory, governmental influences on trade and strategies, international organizations, multinational corporations, personnel management, and international marketing. Upon completion, students should be able to describe the foundation of international business.

RME303704    Research Methodology

This subject will enable students to identify and apply appropriate research methodologies in order to plan, conduct and evaluate basic research in business world. Among topics discussed ranges from the introduction to research methodology and developing research proposal.

Students will have opportunities to establish or advance their understanding of research through critical exploration of research language, ethics, and approaches. The course introduces the language of research, ethical principles and challenges, and the elements of the research process within quantitative, qualitative, and mixed methods approaches. Students will use these theoretical underpinnings to begin to critically review literature relevant to their field or interests and determine how research findings are useful in forming their understanding of their work, social, local and global environment.

ITM303705      International Marketing

International marketing is a rapidly growing area within the disciplines of marketing and international business. Central to international marketing is the response of international rather than domestic buyers in the marketing environment, the types of decisions that are most feasible and the information required in decision making. During this course, the student will gain insights into the pressures created by the international economic, political, legal and cultural environmental influences on marketing planning.

This course will enable students to learn analytical skills required to develop international marketing plans and develop the marketing mix elements in the international environment. International marketing is one of five subjects in the marketing discipline and extends the knowledge developed in marketing management into the international rather than the domestic market. The major theories include, pathways of internationalisation, political and economic risk analysis, international planning, cultural distance, branding for international markets, international market entry, distribution strategies and adaptation versus standardisation. The conceptual material developed during this course will be implemented through class exercises, case studies and a major project.

Year 4, Semester 2

NPD303801               New Product Design Development

New Product Design Development is vital to all companies. Maximizing the success of new products and services can drive growth and shareholder value, lead to significant competitive advantage and leapfrog a company ahead of its competitors. However, innovation is risky and most new products fail in the marketplace. Often, failure is due to an ineffective process.  Thus, expertise in the design and marketing of new products is a critical skill for all managers, inside and outside of the marketing department.

In this course, the study first focuses on the tools and techniques associated with analyzing market opportunities and then focus on designing, testing, and introducing new products and services. Both quantitative and qualitative approaches are covered. In particular, the course covers the new product development process, strategic opportunity identification, how to generate new product concepts and ideas, mapping customer perceptions, segmentation, product positioning, forecasting market demand, product design, market entry strategies, and testing. It emphasizes how to lead the organization in the process, incorporate consumers, customers and competitors into all of these aspects of new product development.

MGTC303802          Management of Change

Management of change is a systematic way to deal with change within an organization in order to effectively deal with the change and to capitalize on change opportunities. Change management includes adapting to the change, controlling the change and effecting new change. Management of change requires an organization to take a proactive approach to change.

The course will introduce students the challenges in getting significant changes made in organizations, Organization Change Management (OCM) techniques, case scenarios where OCM techniques played a greater role in ensuring successful implementation of business strategies, and personal confidence that they know how to get the job done

ECO303803               E-Commerce

E-commerce is a transaction of buying or selling online. Electronic commerce draws on technologies such as mobile commerce, electronic funds transfer, supply chain management, Internet marketing, online transaction processing, electronic data interchange (EDI), inventory management systems, and automated data collection systems. Modern electronic commerce typically uses the World Wide Web for at least one part of the transaction's life cycle although it may also use other technologies such as e-mail.

This course provides the tools, skills and understanding of technological concepts and issues surrounding the emergence of and future directions of electronic business practices, with a strong focus on electronic commerce initiatives. The student develops an understanding of the current business models, strategies and opportunities in electronic publishing, communication, distribution, collaboration, and online payment options. The focus is on innovative strategic thinking with respect to the use of these techniques in successful new business ventures.

APM303804               Advertisement and Promotion Management

Advertising and Promotion is quite a dynamic and fascinating field to either practice or study. In our increasingly complex world, organizations in both the private and public sector have learned that their ability to create and disseminate effective advertising and promotional messages has become increasingly difficult as a consequence of the fragmentation not just of audiences but also of the media and methods used to reach them. This brings in a perspective of Integrated Marketing Communications, which will be emphasized all throughout the course.

This course is an introduction to the fundamentals of advertising and promotion. The course will cover the societal and managerial uses of advertising as a means of symbol formation and communication. Lectures, class exercises, readings, cases, discussions, and videos will be used to explore topics of interest. The aim of the course is for students to obtain a practical, working knowledge of marketing promotion such that they are prepared to contribute to the development or improvement of promotion plans and practices in business organisations.

 SMGT303805            Sale Management

The course is primarily an interactive discussion including debates, cases, and multiple opportunities to apply the theories that are discussed. A critical element of the class is a group project simulating a typical ... though complex ... sales management situation; the project includes a written paper with the option for a presentation to the class with verbal defense.

The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort. The course will extend student’s understanding of marketing's reach and potential impact in achieving its overarching goals. Course objectives include understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), uses of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople. Students learn to apply the discussion topics through an interactive project worked on throughout the course.

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