MRK 415 - Sales Process and Management

3 Credits
FALL

This course provides a comprehensive overview of sales process, tools, and channels for both consumer and B2B sales models. Students will start by building a foundation on sales processes covering prospecting, lead qualification, closing techniques and relationship management. Students explore best practices in managing each stage of the sales cycle using a CRM. They will build on that foundation by practicing sales planning, designing and managing territories, and structuring commission plans. Through case studies and role-playing exercises, students develop essential skills to manage sales teams, track performance, and drive results in various market conditions.

Offered alternate years (odd)

Prerequisite: BUS 351