Mar 29, 2024  
2013-2014 Academic Catalog 
    
2013-2014 Academic Catalog [Published Catalog]

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MKTG 523/5303 - Sales Force Management (3 cr.)



Prerequisites
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Description
This course focuses on the strategic and tactical aspects of sales force management. The course is concerned with how to manage a sales force rather than with how to sell with the objective of maximizing the return to the organization. The emphasis in this course is on business-to-business rather than business-to-consumer relationships. Topics covered include salesperson effectiveness, deployment, motivation, organizational design, compensation, and evaluation


 

 

When Offered
Offered occasionally.



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