Marketing - Sales Management

Catalog description

Managing a sales force is a key marketing activity and a natural progression of a successful career in professional selling. Several factors contribute to the success of the sales force in meeting a firm's objectives. These include sales force structure, sales force sizing, territory alignment, market segmentation and selection, compensation, and pricing policies. Accordingly, the primary objective of this course is to familiarize you with the concepts, methodologies, and tools for making sound decisions in these areas. Not open to business students. Prerequisite: MKTG 305.