MKT 443 - Personal Selling and Sales Management Spring

Institution:

California Baptist University

Subject:

Description:

An introduction to the profession of personal selling and sales management. The choice of sales and sales management as a career will be discussed. Topics of interest include: Strategically planning each sales call within a larger account strategy,making the sales call, strengthening communications, responding helpfully to objections, obtaining commitment, and building partnerships. Sales force planning, organizing,management, territory development, selection, compensation, sales force effectiveness, and performance will also be analyzed and discussed.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.calbaptist.edu

Phone Number:

(951) 689-5771

Regional Accreditation:

Western Association of Schools and Colleges

Calendar System:

Semester

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