Academic Catalog 2023–2024

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MKT323 Sales Management

[3–0, 3 cr.]

This course is an examination of the current or developing issues in sales management practices, emphasizing immediacy, impact and the availability of top-level technique resources. It examines the role of the sales person within the sales management function and process. The course also identifies   the   role of Sales Management within the Marketing process and presents the challenges frequently encountered such as:  recruitment, training, and sales skills development.

Topical coverage includes: key selling and sales management skills, and building value relationships all within the Marketing focus.

Prerequisite: MKT201 Introduction to Marketing