Course Information
Course Code MBAB 5P67
Course Title Sales Management
Description This course covers the inter-related sales force management processes of developing and implementing the company's strategic sales program, and reviewing and evaluating sales performance. Specific topics include planning and organizing the selling function; estimating market potential and forecasting sales; account management strategies and managing customer interactions; recruiting, selecting, training, compensating, and motivating salespeople; and evaluating the sales force and individual salespeople.
Restrictions open to MBA, MAcc and MBA ISP students.
Prerequisite(s) MBAB 5P05 or permission of the Graduate Programs Office.