This course provides an overview of sales management and its managerial hierarchy using real-world Fortune 100 company examples as well as practical, experiential application through case work and guest panelists. Principles covered include enterprise BSB sales strategy and structure, sales leadership, value-based sales methodology and practice, sales force design, development, and management, sales forecasting, CRM and sales technologies, salesperson performance, behavior, motivation, exploration of career-pathing in sales and sales leadership, recruitment and selection of salespeople, training salespeople, compensation. Prereq: 4223, and BusMHR 2292, or equiv. Not open to students with credit for 4220 or 4221.
This course provides an overview of sales management and its managerial hierarchy using real-world Fortune 100 company examples as well as practical, experiential application through case work and guest panelists. Principles covered include enterprise BSB sales strategy and structure, sales leadership, value-based sales methodology and practice, sales force design, development, and management, sales forecasting, CRM and sales technologies, salesperson performance, behavior, motivation, exploration of career-pathing in sales and sales leadership, recruitment and selection of salespeople, training salespeople, compensation. Prereq: 4223, and BusMHR 2292, or equiv. Not open to students with credit for 4220 or 4221.
