MKT 336 - Sales Management

Study of sales management function: its importance to the organization; ways of organizing the sales activity so as to maximize revenue generation; a basic understanding of the techniques of sales presentation, sales planning, and market and sales forecasting; examination of the relevant issues associated with recruiting, hiring, sales forecasting; examination of the relevant issues associated with recruiting, hiring, motivating, and compensating the sales force. Emphasis on managerial function.

Prerequisite(s): MKT 200.

3 credit(s).

Last Term Offered: Spring 2017