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Dec 01, 2024
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Undergraduate Catalog 2016-2017 [ARCHIVED CATALOG]
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MKT 471 - Sales Force Management3 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.
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