Sales and Sales Management

Catalog description

This course examines sales management strategies, approaches and best practices in creating an adaptive sales force. Areas explored include the human dimension of hiring and firing employees, how to look proactively at how to market and sell in a global and technological environment and identify where people skills and competencies are vitally important. The productivity and assessment of the sales force, through motivation and training, are also explored. Methods to advertise and sell over the Internet are studied. Current events, market trends and areas, and regional associations for the various sales trades are covered.