Professional Selling and Sales Management

Catalog description

Today’s sales force requires a continually evolving application of marketing principles. This course examines various personal selling and sales management issues, policies, and procedures. Topics include recruitment, training, motivation, compensation, and evaluation of the sales force and the relationship of sales to other marketing functions as well as other departments within the organization. Simulated sales skill applications along with practical individual and group case studies will be utilized throughout the course. Prerequisite(s): MKTG 310