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. Enrollment Restricted. Not open to non-business students. Prerequisite: MKTG 310 or MKTG 311. Enrollment restricted.