Sales Management and Analytics

Catalog description

MKT 2630: Sales Management and Analytics This course addresses the evolving needs of modern sales organizations by integrating traditional sales strategies with data-driven decision-making, providing students with a foundational understanding of key sales concepts such as the sales process, recruiting and managing sales employees, professional selling, negotiation, and buyer psychology. In addition, it equips students with the analytical skills needed to translate data into actionable insights. Through the integration of theoretical frameworks and data analytics, students will learn to design effective sales strategies, manage diverse sales forces, and align sales objectives with broader organizational goals. Recommended background: Foundational knowledge in Marketing or Consumer Behavior (equivalent to MKT 1100 or MKT 2640) + Knowledge of Statistics (equivalent to that in MA2611 or MA2612). Units: 1/3. Category: Category II