Professional Selling & Sales Management

Catalog description

This course will acquaint students with the basic processes of buying and selling, how professional selling is linked to building customer relationships, the role of ethical behavior in sales, how the sales effort should be organized, and the strategic role of information in sales management. It will introduce students to aspects of salesperson performance such as behavior, role perceptions and job satisfaction, motivation of the sales force and analysis of the various personal characteristics of sales aptitude, criteria for selecting, recruiting, training, compensation and incentives for salespeople. Student will learn how to determine and control costs of a sales force, specific criteria for evaluation and control of salesperson performance, vital management factors affecting accomplishments of sales force goals. Prerequisite(s): MKT 301 .