National University 3.0 credits
Prerequisite: MKT 302A This course is a comprehensive review and application of aspects of sales management. These include building a positive motivating culture and learning the tools needed for people management. Sales management requires a unique supervisory approach mixing motivational growth in conjunction with a constant psychological assessment perspective. The student will learn the importance of sales force resources planning, forecasting, territory management, and compensation execution. In line with scenario-based learning, the student will review typical sales management problems and potential solutions.
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