Sales Management and Forecasting

Catalog description

A focus on the management of selling activities and the outside sales force as critical elements of marketing operations. Includes discussion of the administrative activities of sales force managers from the district manager up to the top-level sales force executive in the firm. Organization of the sales department, operating the sales force, planning sales force activities, and analysis and control of sales operations are covered. Major emphasis is given to determining market and sales potential, forecasting sales, preparing sales budgets, and establishing territories and quotas. Cases are used to stress practical applications. Pre-requisite of GBA 513 is required.