MNGT 403 - Sales Management

This course provides an overview of the field of professional selling and the effective management of a sales force as an integral part of a company’s overall marketing management strategy. Students examine the sales process from planning the sale to the close and post-sales activities. They study the administrative activities of sales managers at all organizational levels and discuss vital sales management skills such as motivating, sales training, recruitment and selection, sales formatting, budgeting, relationship-building with stakeholders, and imparting high ethical standards. Organization of the sales department, establishing territories, managing sales force activities, and analysis and control of department operations are covered, along with many of the legal issues involved in domestic and international sales.

3 credits

Prerequisites: Spreadsheet Applications, Management