About The Instructor
For additional course information, First Class requirements, syllabus, etc., check the About The Instructor section for a link to a Faculty Website.
This course replaces MGMT4260 Technology Issues and Topics
Session, Dates: 1 (05/22/2006 - 07/18/2006)
Time: 06:00 - 10:00 pm
Location: Moon Campus
Room: Hale Center 203
Seats Available: 12 Seats
This course emphasizes quantitative and qualitative Customer Relationship Management (CRM) business techniques as they are applied to the managerial decision-making process. All techniques are grounded in practical applications with emphasis on computer solutions. Topics specific to CRM include an introduction to the discipline as an integrated, multi-function, process starting with sales and marketing initiating new customer relationships through the process of converting prospects into customers. In addition, emphasis is on customer-driven sales and marketing as well as service and support, with the goal to increase the level of purchasing from each customer through a cross-selling process via IT-related support services, profiling, and data management systems.
Alan D. Smith, Ph.D., C.P.G.S.
University Professor of Marketing
Massey Hall 209