MKT 512 Sales Management
3 Semester Units
Sales Management provides a thorough, up-to-date and integrated overview of accumulated theory and research relevant to sales management. The course highlights how real managers apply this knowledge in their own organizations to the issues and decisions companies face in developing and managing an effective sales force in the real world. The course covers the formulation, implementation, evaluation and control of a sales program. We will examine a range of topics including the strategic role of information in sales management, the recruitment, training, and development of a sales force, the vital role of customer relationship management (CRM), the development of territories, determining potentials and forecasts and setting quotas.
Upon successful completion of this course, students will be able to:
- Examine the basic and essential principles and concepts of personal selling and sales management in the global marketplace.
- Evaluate the role sales plays within a company’s dynamic micro/macro environment.
- Develop effective decision-making skills as sales managers.
- Develop interpretive and investigative research skills.
- Compare ethical and unethical sales practices both within and outside the U.S.