Sales Management

Catalog description

In today’s dynamic world, the goal of Sales Management is to examine the elements of an effective sales force as a key strategic component of an organization’s total marketing program. This course will cover all facets of sales management, including analyzing the sales process; ethical sales management decision making; sales force structure selection; sales forecasting; territory management; selecting, training, motivating, supervising and compensating the sales force; and potential solutions towards typical sales management problems.