Sales Management

Catalog description

CMR 461 is a comprehensive course in the principles of leading a small business unit sales organization. The course provides strategies and techniques to communicate and engage with sales representatives, specifically how they plan and execute successful processes to create and manage trusting, profitable customer relationships. We will explore situational leadership, the neuroscience of decision-making, territory management using CRM software, evaluate sales compensation and incentive programs as well as recruiting, interviewing, selecting and hiring. Prerequisite: Junior or Senior Status.