Description
The goal of the Sales Management course is to examine the elements
of an effective sales force as a key component of the organization's
total marketing effort. The course will extend the student's
understanding of marketing's reach and potential impact in achieving
its overarching goals. Course objectives include understanding the
sales process, the relationship between sales and marketing, sales
force structure, customer relationship management (CRM), use of
technology to improve sales force effectiveness, and issues in
recruiting, selecting, training, motivating, compensating and
retaining salespeople. Students learn to apply the discussion topics
through an interactive project worked on throughout the course. (3
s.h.)