Mar 28, 2024  
2011-2012 Undergraduate Bulletin 
    
2011-2012 Undergraduate Bulletin [ARCHIVED CATALOG]

MKT 3310 - Sales Management

3
Prerequisite: MKT 3010 ; Junior standing; Business majors must also meet the BBA admissions requirements (ENGL 1010 , 1020 ; MATH 1810  or 1910 ; ACCT 2010 , 2020 ; ECON 2010 , 2020 ) and CGPA of 2.1 or higher.
A study of the tasks and functions of the sales manager. Emphasis will be placed upon recruiting, training, motivating, and supervising a sales force. Textbook study and lectures will be supplemented by role playing in each of the emphasized areas. Students will also learn the skills necessary to develop sales forecasts, territory design, and territory management.