MKT 3730 - Strategic Selling & Sales Management

(3) Credit Hours

Strategic Selling and Sales Management will provide students with an overview of how sales organizations are incorporating strategy to enhance salespersons’ efficiency and to better manage customers. Students will utilize several sales force automation technologies, such as customer relationship management systems (CRM), prospecting websites, and digital communication tools to develop strategic selling plans. Additionally, students will develop an understanding of the unique role a sales manager plays within an organization, covering topics like sales management control systems, sales ethics, compensation plans, and territory alignment. Prerequisites: MKT 3630 or department head approval. Junior standing. Differential course fee will be assessed.