MKT 405 - Sales Management

3 Credit(s)

This marketing elective course provides an overview of the terminology, methods and issues in managing the personal selling function of the promotional mix. Topics include sales forecasting and quota methods, selection and recruiting of sales people, training, compensation, and motivation methods and issues, organization of sales territories, sales force automation, and the professional personal selling process. The course relies on a mix of lectures, exercises, guest speakers, case studies, and an interview project.
Prerequisite(s): MKT 300 and MATH 117.