MKTG 407 - Sales Management

3 Hour(s) Credit
Focuses on helping students understand the issues facing a first-line sales manager. Covers responsibilities and functions of the sales manager, including hiring, selection and training, supervising, motivating, and rewarding the sales force. Related topics include evaluating sales organizational structures, developing compensation plans, developing sales forecasts and setting sales quotas and territories, and sales cost analysis.
Three hours per week.
Prerequisites MKTG 337.