MAR 4403 Sales Management

The goal of this class is to introduce students to sales management in business-to-business settings. Special emphasis is placed on broadly applicable principles and effective personal communication skills required of the sales manager in the modern market-oriented company. Topics include the role of personal selling as part of the marketing strategy, sales force organization and deployment, recruiting and selection of salespeople, sales training, motivating and rewarding salespeople, and evaluation of performance. (3 hrs. Lect.)

Credits

3

Prerequisite

Completion of all lower-level coursework

Distribution

BUS