MKT 152 - Principles of Sales Management

Institution:

Kapiolani Community College

Subject:

Description:

3 hours lecture per week Prerequisite(s): Credit or concurrent enrollment in MKT 150. Recommended Preparation: MKT 120. MKT 152 focuses on concepts and principles of sales management providing the integration of retail and personal selling, including planning, organizing, developing, and directing the retail sales force. The methodologies and techniques for evaluating sales force performance and the functions of retail sales management are emphasized. Upon successful completion of MKT 152, the student should be able to: Understand the scope and purpose of retail sales management. Understand the methodologies used to measure sales force performance. Measure markets. Forecast sales. Compute allocation of resources, including budgets and quotas. Know techniques for training, motivating, and compensating sales associates. Understand leadership and supervisory techniques used in an effective sales management.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

kapiolani.hawaii.edu/page/home

Phone Number:

(808) 734-9000

Regional Accreditation:

Western Association of Schools and Colleges

Calendar System:

Semester

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