MKTG 3454 - Sales Management and Leadership

Institution:

University of Connecticut-Avery Point

Subject:

Description:

(254) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750 and MKTG 3452; open to juniors or higher. Focuses on two major areas: the activities and problems of sales force management (with particular emphasis placed on organizing the sales force, recruiting, training, compensation, motivation, forecasting, territory design, evaluation, and control) and the distinction between management and leadership (with emphasis on the common characteristics of wellknown leaders and how they developed into leadership roles). Learning tools include: interaction, experiential learning (actual management of a student sales force), work groups, case studies, and special projects and presentations.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.uconn.edu

Phone Number:

(860) 486-2000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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