MKT 665 - Sales Management

Sales Management examines the elements of an effective sales force as a key component of the organization’s total marketing effort and enhances student understanding of the relationship between sales and marketing. Topics studied include the organization and management of the sales function including sales representative development and training, forecasting, recruiting and selection practices, compensation, expenses, quotas, motivation, and the implementation of sales strategies. Formerly MKT 996.
Lecture
Credits: 3
Prerequisite: MBA 560
Offered in Spring Trimester