Sales and Sales Management

This course will focus on the dynamic changes taking place in sales and sales management. Critical areas of sales organizations will be examined: building long-term relationships with customers; creating sales organizations that are more nimble and adaptive to the changing customer base; gaining greater job ownership and commitment from sales personnel; shifting sales management style from commanding to coaching; leveraging available technology for sales success; and better integrating salesperson performance to incorporate the full range of activities and outcomes relevant within sales jobs today. Case method will be employed. Prerequisite: MKTG101G. Spring/Fall semesters