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Jul 19, 2026
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MKTG 523 - Sales Force Management
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
Prerequisites
When Offered
Offered occasionally.
(3 cr.)
Check course scheduling information
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