MKTG 3173 - Sales Management

Credit Hours: 3
Contact Hours: 3 Lecture
Offered: Irregular

Analysis of sales management and decisions made by the sales force manager. Focus is on structure and organization of the sales force, nature of the sales job, selection of sales personnel, sales training program, problems in compensation, supervision, and stimulation of sales personnel, analysis of territories and customers, sales forecasting and quotas, ethical problems in sales management, and evaluating sales performance.

Prerequisites: admission to the business program, or consent of instructor