MKT 4420: Sales Management
Credits: 3. Contact Hours: Lecture 3.
Prereq: MKT 3400 and STAT 2260 or equivalent
Functional aspects of sales force management; personal selling methods; procedures for recruiting, selecting, and training new salespeople; compensation and expense control systems; problems of sales force motivation and supervision; methods of territorial and quota assignment; sales department budgets; distributor-dealer relations; other selected topics.
(Typically Offered: Fall, Spring)