MKTG 4450: Sales Management

3 Credit Hours

Prerequisite: MKTG 3410, and (Admission to the Coles College Undergraduate Professional Program or (60 credit hours with a minimum GPA of 2.00 and in a Coles College Partner Program))
A study of planning, organizing, staffing, directing and controlling of the sales force in developing an effective marketing organization. The course focuses on developing leadership skills, the sales process, recruiting techniques, and salesforce motivation.

Course Learning Outcomes
Students who successfully complete this course will be able to:

Understand the sales role from an organizational perspective.
Understand the difference between management and leadership and be able to understand and articulate their leadership style.
Understand the importance of recruiting, developing, and retaining highly skilled sales representatives.
Understand and be capable of achieving sales results through others.