Description: Familiarize students with the concepts, theory and practice of sales force management. Relate the role of sales force management with marketing management and organizational relationships within other functions of the firm. Application of sales management techniques, including leading, training, motivating and evaluating the sales force. Identify managerial and technological advancements of contemporary sales management. Letter grade only.
Sections offered: Fall 2019 Spring 2020
Prerequisite: For business majors: MKT 333, MKT 337, and Business Professional Program (BPP). For non-business majors: Marketing Certificate, MKT 333, MKT 337 and senior-level status