Sales Management

Catalog description

This course offers an overview of professional sales force management and personal selling by firms engaged in business-to-business and consumer goods/services marketing. The course will examine the role, importance, and process of personal selling in different marketing situations. Students will be able to diagnose and address diverse problems and decisions that arise in developing and implementing a firm's selling strategy. Prerequisite: MKT 5311 with a grade of C or better.