MK442 Sales Management (3 cr.)

This course examines the process of managing sales representatives, accounts, and resources in the context of the legal, ethical, and global business environment. It covers the sales force recruiting and hiring process; approaches to sales force training, compensation, and motivation; techniques used in sales forecasting; and approaches to establishing and managing sales territories. Strategies for managing resources and measuring sales goals are also explored.

Upon completion of this course, students are expected to be able to do the following:

1. Identify the elements that make up an organization’s sales function, and explain how sales operations support organizational goals and strategic marketing initiatives.
2. Describe the role of sales managers and the scope of sales management activities.
3. Review the methods used to recruit sales force candidates, and analyze the ways in which qualified candidates are selected.
4. Examine the training needs of sales representatives and assess the training approaches used as a means of ensuring sales success.
5. Identify the skills and strategies used to manage, motivate, and compensate sales force representatives.
6. Assess the techniques used to create, develop, and manage sales territories, and explain the appropriateness of these techniques under specific situations.
7. Examine the approaches used for generating new accounts, and identify the methods used to forecast account numbers and sales volumes.
8. Discuss the legal and ethical issues pertaining to corporate sales activities, and explain what influences ethical selling behaviors and sales management practices.