MKT 3730 - Sales Management

(3) Credit Hours

Sales Management provides students with an overview of how firms produce an effective salesforce. The course also extends students’ understanding of marketing’s reach and potential impact in achieving its overarching goals. This course covers the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), uses of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople.

Spring semester. Prerequisites: MKT 3630 or department head approval. Junior standing. Differential course fee will be assessed.