MKTG-3150 (3) Sales Management

Explores the selling task and the essentials of managing the sales force. Includes recruiting, selecting and hiring, training, compensating, supervising, and controlling. Covers sales organization, sales planning, sales forecasting, assigning territories, quotas, and sales analysis. Formerly MKTG 4150. Requisites: Requires prerequisite course of BCOR 2400 (minimum grade D-). Restricted to Business (BUSN) or Advertising (ADVT) majors and 52-180 hours completed.