MKTG 445 - Sales Force Management

Institution:

Washington Adventist University

Subject:

Description:

Prerequisites: MKTG 210 and MGMT 202 with grades of "C" of higher . The main focus of thiscourse is the role of the sales executive as a planner, manager of resources and marketing functions, recruiter, trainer, motivator, and leader of field sales personnel. Topics included in the course are the techniques and sequence of problem analysis for selling and sales management decisions and the practical framework in which these decisions take place. The course will consist of cases, journal articles, guest sales managers, debates, and investigation of modern company practices.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.wau.edu

Phone Number:

(301) 891-4000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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