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Nov 18, 2024
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MBAB 5P67 - Sales Management
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.
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