[ARCHIVED CATALOG] 2016-2017 Graduate Academic Catalog

Nov 25, 2024

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[ARCHIVED CATALOG] 2016-2017 Graduate Academic Catalog [ARCHIVED CATALOG]

MKT 566 - Sales Management

3 credit hours

Prerequisites: MBA 565 .
The course is designed to teach students the basic functions, techniques, and methods of sales force management and the ability to manage the sales force in such a way as to maximize the efficiency and effectiveness of the firm's resources invested in this critical function. Key topics include sales force effectiveness, deployment, motivation, organizational design, compensation, and evaluation. Special emphasis is given in linking sales management decisions to the overall marketing strategy as well as to the legal and ethical issues that exist in the practice of sales management.