MKT 632 Sales Management (2 Credits)

2 classroom + 0 lab/studio
Prerequisite(s): MKT 630 F
Taught: Fall, Summer and Spring
Building and managing an effective sales force within a marketing strategy. Explore the sales process, the interplay between sales and marketing, sales force structures, CRM, technology applications, and critical issues in recruiting, training, motivating, compensating, and retaining sales teams. Emphasis on B2B scenarios, with practical projects to apply theoretical knowledge.
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