MKT 320 - Sales Management

Institution:

Valparaiso University

Subject:

Marketing

Description:

A study of the managerial functions of professional selling to the industrial or organizational buyer. An overview of organizational, economic, and psychological influences on the organization’s buying decisions. Emphasis on field and territorial management, recruitment and training of the sales force, sales forecasting techniques, routing, and personal selling principles. Prerequisites: MKT 304 and completion or concurrent enrollment in IDS 340.

Credits:

3.00

Credit Hours:

Prerequisites:

MKT-304

Corequisites:

IDS-340

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

valpo.edu

Phone Number:

(219) 464-5000

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Semester

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