MKTS 406 - Sales Management

Institution:

Point Park University

Subject:

Description:

Effective sales management is integral to an organization's success. This course provides a framework for the integration of sales within the organization's overall marketing effort. Emphasis will be placed on designing, organizing, developing, and directing a sales force ethically and responsibly, with a focus on problem-solving and critical thinking. Prerequisites: MKTS 205, MKTS206. Course Objectives (1) Describe sales management and leadership functions. (2) Examine the role of selling in an organization, considering how corporate and business strategy decisions affect sales. (3) Integrate ethical, legal, and social responsibility principles into sales decisions. (4) Critique sales management decisions considering organizational and stakeholder value. (5) Formulate sales-related strategies using innovation and creative problem-solving approaches.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.pointpark.edu

Phone Number:

(412) 391-4100

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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