MKT 474 - Sales and Sales Force Management

(3 Credits)

This course emphasizes the link between the determinants of sales performance and the actions that sales managers can take to direct and control that performance. Throughout the course, students will experience an overview of personal selling techniques and practical training in the selling process. Furthermore, the course studies the formulation and implementation of strategic sales programs and the evaluation of sales force results.

Prerequisite(s): MKT 305