MKT 443 - Personal Selling and Sales Management

Units: 3
When Offered: Spring (odd years)
An introduction to the profession of personal selling and sales management. The choice of sales and sales management as a career will be discussed. Topics of interest include: Strategically planning each sales call within a larger account strategy, making the sales call, strengthening communications, responding helpfully to objections, obtaining commitment, and building partnerships. Sales force planning, organizing, management, territory development, selection, compensation, sales force effectiveness, and performance will also be analyzed and discussed.
Grade Type: Letter Grade
Prerequisite(s): MKT 333