MKTG 401 - Principles of Selling and Sales Force Management

(3 credits)

This course is designed to discuss the strategic and tactical aspects of sales force management. The course will focus on how sales managers develop their sales plans to meet the companies objectives, how they organize their teams, motivate and compensate them, and finally, the type of leadership skills needed for good sales force management. The course is appropriate for students who work for companies whose revenues and profits depend upon a productive sales force.