MKT 09382Sales Force Management

Catalog

From the viewpoint of a district manager, this course focuses on planning, directing, and controlling the marketing plan through a sales force. Topics include recruiting, selecting, training, motivating, and evaluating the sales force, as well as sales forecasting and time and territory management. Additionally, this course examines the role of personal selling in the marketing mix. Students learn theory and gain practice in prospecting, presenting, overcoming objections, closing and follow-up.