MRK 310 - Management of Sales

3 Credits
ARR

There are two core components in the content of this course. The first covers the basic tenants of sales skills, abilities, and approaches, both traditional and emerging in a new economy. Defining the sales function and its broad application from the simple sale to the complex/conceptual sale. The second deals with sales management which includes key components of recruiting, selection, and hiring sales individuals. It expands to cover the stages of management from sales training, territory management, compensation, and presentation styles.