May 26, 2024  
2012-2013 Undergraduate Bulletin 
    
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2012-2013 Undergraduate Bulletin [ARCHIVED CATALOG]

MKT 3310 - Sales Management

3
Prerequisite: MKT 3010 , Benchmark BB1 
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.