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