Jul 05, 2022  
Undergraduate Catalog 2017-2018 
Undergraduate Catalog 2017-2018 [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.