Sales Management

Catalog description

This is an online course which introduces the student to the many complex issues faced by the individual who manages the direct selling function of the firm. Topics include, but not confined to, salesforce recruitment, deployment, compensation, evaluation, and motivation. Prior to these managerial topics, the student will be provided with an overview of the selling process itself. The use of in-class case discussions is intended to enhance the applicability of course themes, and foster a dynamic classroom environment.