MKTG 385 Sales Management

An introduction to selling and sales management through the study of effective sales techniques. From prospect identification through gaining agreement and customer follow-up, these techniques add value to an organization while resolving customer concerns. Topics include sales forecasting, sales ethics, principles of bidding, negotiation strategy, problem resolution, and the recruitment, selection and training of the sales force. Offered odd years only.

Credits

4

Distribution

School of Business