BADM 527 - Sales Force Management

Institution:

University of Illinois at Urbana-Champaign

Subject:

Description:

Examines primary elements and problems in the area of sales force management; studies such topics as the dyadic interaction between the buyer and seller, the sales presentation, important salesperson characteristics, the selection, training, assignment, motivation, and compensation of salespeople, supervision and evaluation of the sales force, and coordination of the sales force with other elements in a firm's marketing program. Uses case studies. Prerequisite: BADM 520 or first year of MBA program or equivalent.

Credits:

4.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.illinois.edu/

Phone Number:

(217) 333-1000

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Semester

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