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    University of Scranton
  Feb 25, 2018
Undergraduate Catalog 2013-2014 [ARCHIVED CATALOG]

MKT 471 - Sales Force Management

3 cr.

(Prerequisites: MGT 352 , MKT 351 ; senior standing)

This course develops the concepts and techniques needed to identify and analyze the various decision areas faced by a sales-force manager.  Topics include recruiting, selecting and training the sales force; forecasting, budgeting and sales quotas; assigning, motivating and compensating the sales force.