(3)This course is concerned specifically with the management of an outside sales force and its activities. It includes the nature of personal selling; relationship selling; team selling; strategic planning at the sales force level and the marketing level; organizing, staffing, and training a sales force; directing sales force operations; sales planning; and evaluating sales performance. This course is strongly recommended for students who intend to have careers in the area of sales management.
Prerequisite(s): BUS 311.
Offered each Spring.
This course information is from the 2017-2018 Undergraduate Catalog. View this catalog.