MKTG 446 - Sales Management

Units: 2

A key component of a firm’s business-to-business marketing effort is the sales force. Focuses on the management of sales forces by examining how to plan, implement and evaluate the sales effort. Key responsibilities of sales managers are examined. These include planning, recruiting, training, motivating and evaluating the sales force. Attention is also given to sales forecasting, territory design and quota setting methods. Enrollment Restrictions: Enrollment restricted to students who have completed all lower-division pre-business core (major status in Business Administration — i.e. attained business status).

Prerequisite(s): MKTG 302 or MKTG 305 with a grade of C (2.0) or better.