BUA 374 Sales Management
Spring 2008 Course Guide

Use the following resources for your case analysis.
Fogler databases are at http://www.library.umaine.edu/indexesdb/Indexes.asp

Industry profile

Business news about your company

Business news about your company

Industry overview

Standard and Poor's NetAdvantage

Industry survey

Lexis/Nexis Academic

Company Profile
Proquest Newspapers (Maine Newstand)

Newspaper articles about your company from 6 Maine newspapers

Reference Sources

Companies/Industries/Products/Services

How Products Are Made (Vols. 1-7), http://www.madehow.com

Maine Business Directory REF HF 5065 M2 M27

Maine Manufacturing Directory REF HD 9727 M2 M335

North American Industry Classification System (NAICS), REF HF1042 .N67, http://www.census.gov/epcd/www/naics.html

Standard Industrial Classification Manual (SIC), REF HF1042 .U5, http://www.osha.gov/pls/imis/sicsearch.html

Demographics

American Marketplace: Demographics and Spending Patterns. REF HA203 .A635 Includes data on the spending patterns, health, labor force, living arrangement, income & wealth, demographics, and psychographics of U.S. citizens.

Business and Professional Directory Maine 2006 (REF HF5065.M2 M25 2006)

Consumer Expenditure Survey Online data of consumer household spending from the Bureau of Labor Statistics

Consumer USA 2006 REF HF5410.C66 Overview of economic, social and political trends in the U.S. that influence consumer confidence and attitudes to spending. Also includes comprehensive volume sales and market share data

Generation X: Americans Aged 18 to 34. REF HF5415.33 .U6 Data on young adults extracted from the Consumer Expenditure Survey. Includes data on the spending patterns, income, demographics, and psychographics of young adults.

Lifestyle market analyst. REF HF5415.33.U6 L54 Profiles of consumers by bringing together demographic, geographic, and lifestyle information for each Designated Market Area. It focuses on hobbies/lifestyles (e.g. gardening, travel for business) rather than expenditures on a particular product.

Survey of Buying Power and Media Markets. REF HF5438.S212. Special issue of Sales & Marketing Management. Tracks retail sales and population trends and provides an "effective buying income" index for all metros, counties, and major U.S. cities. Ranks metros by their sales and by specific socioeconomic characteristics. Companion volume, Survey of Media Markets, provides similar data plus 5 year metro market projections and current merchandise line sales statistics.

Books

Subject Heading: Selling, Call Numbers HF 5438 to HF 5439

Journals

Some of the journals that have articles about sales management include:

American Salesman, The

Harvard Business Review

Journal of Personal Selling & Sales Management

M@n@gement

Sales & Marketing Management

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Contact Us | Revised by Stephen Fadel: 03/18/2008

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