Mar 29, 2024  
2016-2018 Catalog 
    
2016-2018 Catalog [ARCHIVED CATALOG]

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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 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.



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