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SALES & SALES FORCE MGMT (MKT 474)

Term: 2022-23 Fall

Faculty

Alison Boord White
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Description

This course emphasizes the link between the determinants of sales performance and the actions that sales managers can take to direct and control that performance. Throughout the course, students will experience an overview of personal selling techniques and practical training in the selling process. Furthermore, the course studies the formulation and implementation of strategic sales programs and the evaluation of sales force results.

Prerequisite(s): MKT 205