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Course Description:

Sales managers and sales personnel in the 21st century are as much consultants as they are sales representatives and their roles are expanding. Learn how this new breed manages a sales force, solves customer problems, engages in consultative relationships, operates in selling teams, gathers research information, advises marketing, and, by the way, sells a product or service. This course provides students with comprehensive information of the five critical stages in the sales management process, including Sales Force Management; Organizing, Staffing, and Training; Sales Force Operations; Sales Planning; Evaluating Sales Performance. Because technology has become a major force in management, the course also offers extensive discussions on customer relationship management systems, the Internet, virtual offices, Web-based recruiting, instant messaging, and virtual presentations.

This course will be of interest for students pursuing degrees in the BME areas of marketing, management, and business administration. It is ideal for students who plan to enter the field of service (or product) marketing where selling and sales management are interwoven functions of marketing efforts. For those students who are pursuing a concentration in marketing, it also can meet their needs as a capstone course.

Prerequisites: A previous study (or equivalent knowledge) in Principles of Marketing or Principles of Management are highly recommended.

This online course is offered through Online Learning. You can take this as an individual course or as part of an online degree program, with term starts in March, May, September, November and January. View current term offerings and all online courses. Click here to register for online courses.

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Upper Level
Credits: 4
Term(s) Offered (Subject to Change) : Spring 1. Spring 2. Summer. Fall 1. Fall 2.

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