MKTG 424 - Sales Management

Units: 3
The sales process, the relationship between sales and marketing, sales force structure, customer relationship management, use of technology to improve sales force effectiveness, and issues in recruiting, training, motivating, compensating and retaining salespeople.

Possible Instructional Methods: On-ground or Online-Asynchronous.
Grading: A-F grading only.
Course Typically Offered: Fall & Spring

Student Learning Outcomes - Upon successful completion of this course students will be able to:

Describe/explain the important and critical aspects of professional sales including its planning and staffing, structure, and evaluation.
Construct a sales force management strategy to effectively manage and motivate a professional B2B sales force from the perspectives of a sales manager (authority) and a marketing manager (influence).
Discuss 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.
Examine the elements of an effective sales force as a key component of the organization’s total marketing effort.
Apply the theories that are discussed through an interactive project worked on throughout the course.