MKT 09382 - Sales Force Management

Institution:

Rowan University

Subject:

Description:

Prerequisites: MKT 09200 and 57 Credits Required From the viewpoint of a district manager, this course focuses on planning, directing, and controlling the marketing plan through a sales force. Topics include recruiting, selecting, training, motivating, and evaluating the sales force, as well as sales forecasting and time and territory management. Additionally, this course examines the role of personal selling in the marketing mix. Students learn theory and gain practice in prospecting, presenting, overcoming objections, closing and follow-up.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.rowan.edu

Phone Number:

(856) 256-4000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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