MKT 402 : Sales Management

Prerequisites: Senior Standing or permission of dept. chair.

This course examines managerial issues surrounding sales force management. Topics include motivation and training issues, sales force recruitment issues, and evaluation and analysis of the sales force. The course will expose students to the activities involved in managing a sales force. They are introduced to learning exercises that simulate ‘real world’ activities that sales managers partake in on a regular basis. Topics include how to provide students with advanced skills in the areas of interpersonal communications, how to manage the sales function in a personal, direct sales environment, how sales is distinguished from marketing, and what it takes to effectively manage the sales function.