MRKT 2012 - Sales Management

Institution:

Johnson & Wales University-North Miami

Subject:

Description:

This course teaches students about the strategic role of the selling function within the business unit. Students learn the basic concepts of determining market potential, forecasting sales, designing sales territories, setting quotas, structuring the sales team, and recruiting, selecting, leading and motivating both inside and outside sales people. The course focuses on the "field" (district) level of sales management.Prerequisite: MRKT1011. Quarter Credit Hours 4.5

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.jwu.edu

Phone Number:

(305) 892-7000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Quarter

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