||Management of the sales force and the role of the sales function in marketing strategy. Topics include the interface between sales strategy and marketing strategy; duties of the sales manager with respect to sales force selection, training, compensation and evaluation; time and territory management; sales forecasting; the impact of new technology on the sales management function; career paths in sales management.
||Lectures, case discussion, 3 hours per week.
||open to BBA students approved to the marketing concentration until date specified in Registration guide. After that date open to BAcc, BBA, BBE, BCMN, CSBC, STAC, BCB and combined Business majors. Students must have a minimum of 10.0 overall credits.
||MKTG 2P52 or 3P24.