Sales Management

Catalog description

A study of the role of sales management in the total marketing structure examines the role of sales manager and how this role serves the sales department and the company. Recruiting, selection, training, motivation leadership, compensation plans, and sales forecasting are studied with focus on the administration of these functions. Evaluation and performance appraisal of the sales force are also included. The course considers the many aspects of international selling and training salespersons for global territories. Components: Class Prereqs/Coreqs: P: BUSADMIN 2630 or AGBUS 2430 Typically Offered: Occasionally