This course is designed to develop and apply a framework for dealing with sales management. It will develop skills in planning sales strategy; in recruiting, selecting, training, motivating, organizing and controlling a field sales force; and in persuasive communication. The students will research a sales management problem as well as work with a sales manager in the field. The course is heavily case-oriented.
Additional Course Information
T - 7 p.m. - 10 p.m. - Winter Term