MKT 405 - Sales Management

Institution:

Widener University-Main 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, and 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, EC 202, MKT 180 or MKT 300, and MATH 117. 3 semester hours

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:

(610) 499-4000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

The Course Profile information is provided and updated by third parties including the respective institutions. While the institutions are able to update their information at any time, the information is not independently validated, and no party associated with this website can accept responsibility for its accuracy.