Jul 21, 2024  
2018-2020 Undergraduate Catalog 
    
2018-2020 Undergraduate Catalog [ARCHIVED CATALOG]

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MKT 311 - Sales Management


1 semester, 3 credits-

Examines the role of the professional sales manager in business-to-business (B2B) selling. Applied within the context of long-term B2B relationships, the course examines how sales managers design sales territories, recruit, train and motivate salespeople, devise compensation programs, use technology, employ varying leadership strategies and evaluate salesperson performance. Timely and relevant ethical questions are addressed and explored. Prerequisite: MKT 205.


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