MKTG-3150 (3) Sales Management, Leadership and Organization Development

Explores factors that determine size, shape and strategies of high performing sales organizations in the context of an overall go-to-market strategy. Structure includes involvement from professional sales executives. Includes overview of fundaments of professional selling, designing sales organization, sales objectives and metrics, sales analytics, sales force recruitment and selection, sales force training and education, sales force motivation and compensation. Requisites: Requires prerequisite course of BCOR 2400 (minimum grade D-). Restricted to Business (BUSN) majors with 52-180 units completed.