BUMK 405 - Sales Management

Institution:

University of New England

Subject:

Busi Admin - Marketing

Description:

This course will examine the activities and challenges of managing a sales force. The major areas to be studied include: strategic sales force management, the personal selling process, sales force organization, profiling and recruiting sales people, selecting and hiring applicants, sales training, motivation, compensation, expense and transportation, leadership, forcasting, sales territories, analysis of sales volume, marketing cost and profitability analysis, evaluation of sales person's performance and ethical and legal responsibility of sales managers.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

09/01/2006 - 09/01/2007 

Institution Website:

www.une.edu/

Phone Number:

(207) 283-0171

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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