This course develops an understanding of the role of personal selling and sales force management, which are extremely critical in business-to-business marketing strategies, and the ethical and legal responsibilities of sales managers.
Prerequisites: Junior standing, minimum grade of "C-" in MARK 201.
Outcomes: Students develop skills in sales force organization and sales techniques as well as in the recruiting, selecting, training, motivating, compensating and evaluating sales people.
Prerequisites: Junior standing, minimum grade of "C-" in MARK 201.
Outcomes: Students develop skills in sales force organization and sales techniques as well as in the recruiting, selecting, training, motivating, compensating and evaluating sales people.