MKT 320 - Sales Management

Institution:

Post University

Subject:

Description:

This course covers management of sales personnel; sales department organization; selection, training, and compensation plans; sales territories; motivation of sales personnel; quotas and budgets; measurements of sales effectiveness; sales forecasting; analysis of the selling function as related to consumer and industrial markets. The course includes a study of the principles of sales management with emphasis on actual situations using the case method. Prerequisite: MKT101, MKT203 is recommended.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.post.edu/

Phone Number:

(800) 345-2562

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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