MKTG 3580 - Sales Management

5 credit hours
This course covers management of the sales component of a firm’s marketing program. It emphasizes the relationship between sales management and marketing strategy and develops an understanding of basic sales management functions within the firm’s strategy and organization, including the sizing and deployment of sales teams, determination of sales roles/structure, management of sales activities, and the motivation and evaluation of sales performance. Emphasis will be placed on the use of technological tools and quantitative data to make informed sales management decisions.

Prerequisite Course(s): C- or higher in MKTG 3500