Strategic Sales Management

Course ID
MGT 217
Level
Undergraduate
Semester
4
Credit
5
Method
Lecture

Sales organizations today must deal with tremendous changes in the external environment, from changing population demographics to global organizations, products and markets.  More and more, businesses are globally oriented, buying from and/or selling to global markets.  New developments in communication and information technology are changing our everyday lives and our sales practices.  Companies are being forced to become more market-oriented.  This course looks at the change for sales managers from being sales bosses to sales team leaders.

Learning Outcomes:

  • Learn the nature of the changing sales equation and the constant need for sales skills including:
    1. Organize staff and train a sales force
    2. Direct sales force operations and sales planning
    3. Evaluate sales performance

 

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