Sales Management

Catalog description

Organization, management, and operation of the sales force. Examines the recruitment, selection, and processing of the sales force; motivation; forecasting; sales department budgeting; and performance evaluation. Emphasis is given to the management of an outside sales force and its activities. Typically offered Fall Spring Summer. Prerequisite(s): MKG 33300 FOR LEVEL UG WITH MIN. GRADE OF C- OR MKG 43300 FOR LEVEL UG WITH MIN. GRADE OF C- Course Learning Outcomes 1. Explain how a manger should organize, staff, and train a sales force for maximum results. Provide guidelines and recommendations in the management, direction, and delegation of a sales force. Provide insights on how to effectively and efficiently develop a sales plan from forecasting and budgeting to creation of sales territories. Understand the guidelines to effectively evaluating the sales performance of the sales staff. View Class Schedule