Sales Management

Catalog description

Examines the importance of building an effective sales function within the organization. Often disguised or dressed up with words like 'relationship manager,' 'account executive,' etc., the function is the center of most companies' revenue-generating ability. Key management issues such as selection, training, motivation, compensation, and evaluation of the sales process are studied. Both profit and non-profit organizations develop sales campaigns, outline territories and/or account responsibilities, and measure selling effectiveness. Prerequisite(s): MAR 1001 /MAR 1001H. Cross-listed with MAR 2410 .