MKT 405 - Sales Management

Institution:

Widener University-Delaware Campus

Subject:

Description:

This marketing elective course provides an overview of the terminology, methods, and issues in managing the personal selling function of the promotional mix. Topics include sales forecasting and quota methods, selection and recruiting of sales people, training, compensation, motivation methods and issues, organization of sales territories, sales force automation, and the professional personal-selling process. The course relies on a mix of lectures, exercises, guest speakers, case studies, and an interview project. Prerequisites: EC 201 and 202, MKT 300, MATH 117.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.widener.edu

Phone Number:

(302) 477-2100

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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