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Course Prefix: MGM   Course #: 402   Keywords:     showing 0 to 1

MGM 402LEC Selling and Sales Force Management

Lecture

Explores roles of the sales force and sales management team in a firm's marketing strategy. Studies selling techniques, territory management, sales force selection, sales training for improved performance, compensation schemes, and performance evaluation. Case analysis and discussion deal with problems from the perspectives of the sales representative, the sales manager, and top management.

Credits: 3
Grading: Graded (GRD)
Typically Offered: Fall, Spring
Prerequisites: MGM 301 and junior or senior standing in the School of Management
 
Published: Oct 04, 2021 12:32:11