Sales Management

Course No.:                        BUS 305

Course Title:                      Sales Management

Credits:                 3

Catalog Description

This course examines the elements of an effective sales force as a key component of an organization’s total marketing effort. The course addresses understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), use of technology to improve sales force effectiveness, and issues related to recruiting, selecting, training, motivating, compensating, and retaining effective salespeople.