MKT 3574 - Managing The Sales Process

Institution:

Babson College

Subject:

Description:

4.00 credits MKT3574 Managing the Sales Process (General Credit) Many Babson graduates become sales professionals, sales managers, or in positions which depend upon the success of the sales effort. This course is designed to understand the sales process and how to manage the sales process. Each participant will obtain the knowledge and experience to undertake the following items by the end of the semester: Assume the role of a salesperson for a firm, understanding the tasks of managing a territory, locating and evaluating customers, and selling a product or service. Assume a first level sales management position, understanding the concepts of sales management, the techniques required to manage a sales force, and the process of analyzing and solving sales management problems. Be able to use management tools and statistics to conduct data analysis for Sales Management. Also, be able to measure the cost and effect of sales management decisions. Be able to understand the potential impact of information technology on sales. Be able to initiate, manage and implement change in a sales organization and a prospective sales situation. Prerequisite: IME2322 or MCE2313

Credits:

4.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.babson.edu

Phone Number:

(781) 235-1200

Regional Accreditation:

New England Association of Schools and Colleges

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.