MKT 474 - Sales and Sales Force Management

(3 Credits)

This course emphasizes the link between the determinants of sales performance of the sales force on the one hand, and the actions that sales managers can take to direct, influence and control that performance on the other. The course focuses personal selling techniques and the interrelated sequential process, each of which influences the various determinants of sales person’s performance. The course focuses on the formulation and implementation of a strategic sales program and the evaluation and control of sales force performance.

Prerequisite(s): MGT 303 , MKT 305 . Replaces MKT 418.