BUS 42600 - Sales Management

Students will engage in an interactive exploration of the strategic and tactical issues important to managing a professional sales organization. Key topics will include organizing a sales force, recruiting, training, compensation, motivation, forecasting, territory design, evaluation, and control. Lectures and case studies.

Preparation for Course
P: BUS 41300 with grade of C- or better.
Junior or senior class standing.

Cr. 3.
Notes
Enrollment in business (BUS) courses numbered 30100 and above is restricted to students who meet established criteria: business majors who have met the pre-business requirements and been admitted into one of the business majors; or students that have declared other pre-approved programs or minors which require particular business courses, and completed all course prerequisites; or students that have obtained written permission from the department through which the course is offered.
Student Learning Outcomes
1. Identify and discuss key trends affecting sales force organizational structures and sales management.
2. Identify and illustrate the key external and internal environmental factors that influence the development of marketing strategies, the key steps in developing and implementing these strategies and sales programs.
3. Recognize key drivers of change in selling and sales analysis for sales management decision analysis.
4. Understand and outline the key components and goals of Customer Relationship Management (CRM).
5. Identify the various components comprising the model of salesperson performance including key non-financial rewards, how and why they might be important.
6. Understand the process of salesperson motivation, and the success characteristics for different sales positions and the key issues and objectives of sales training.
7. Develop a respect for the ethical and moral issues that permeate business decisions and the different value systems.