Managing Sales

Catalog description

Sales force management will focus on the creation, structuring and management of sales teams in Marketing organizations. This course will explore the role of Sales Managers in motivating, structuring, measuring and compensating sales teams to achieve success in various industry markets, with particular emphasis on Hi Technology markets. There will be additional focus on Sales Organization structures with special emphasis on personal selling and long term relationship building with customers. Students will engage in discussion of sales and sales management case studies.