This course examines the principles and practices of successful sales management, applied within the context of a company's overall marketing strategy and focuses on the sales manager's leadership and administrative roles in planning and executing a business' sales programs. Topics include sales force organization, territory decisions, quota development, ethical and social responsibilities, recruiting, selecting, sales training, motivating, compensating, supervising, evaluating, and controlling a sales force.
Prerequisite: Goal I: Communication - Part I Writing, plus 30 credits must be satisfied.
4 Undergraduate credits
Effective August 1, 1998 to present
- Analyze the role of sales and marketing in contemporary business and industry.
- Differentiate legal, social, and ethical issues encountered in the conduct of sales and marketing activities.
- To acquire the basic knowledge and skill necessary to function in a management position in a sales organization.
- To develop an appreciation for the role and authority of sales managers in modern business organizations.