Students prepare for the role of an effective sales manager in today's hyper-competitive global economy by integrating current technology, research, and strategic planning activities. Topics include the role of the sales manager; buying and selling processes; customer relationship management; organizing the sales force; sales forecasting and budgeting; selecting, training, compensating, and motivating the salesperson; and evaluating salesperson performance. Prerequisite: MKTG 3450 (minimum C-) or equivalent Note: Students will receive credit for only one of MKTG 4400 or BBUS 4400
Students prepare for the role of an effective sales manager in today's hyper-competitive global economy by integrating current technology, research, and strategic planning activities. Topics include the role of the sales manager; buying and selling processes; customer relationship management; organizing the sales force; sales forecasting and budgeting; selecting, training, compensating, and motivating the salesperson; and evaluating salesperson performance. Prerequisite: MKTG 3450 (minimum C-) or equivalent Note: Students will receive credit for only one of MKTG 4400 or BBUS 4400
