Apr 23, 2024  
2020-2021 Graziadio Academic Catalog 
    
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2020-2021 Graziadio Academic Catalog [ARCHIVED CATALOG]

MKTG 667 Sales and Sales Force Management (2)

The process of effective selling will be examined from both theoretical and practical perspectives. The career opportunities available in sales will be examined. The focus of the course will then shift to the management of the firm’s sales force. Sales policy and planning as they pertain to recruiting, selecting, training, leading, and motivating the sales organization will be examined in a global context. Contemporary technological, legal, and ethical issues in sales will be explored. Prerequisite(s): MKTG 615 Marketing (4)  or MKTG 626 Marketing Management (3)  or MKTG 658 Marketing Management (4) .

Grading Basis: Graded