MKTG 420 - Sales Management

(3 units)

Prerequisites: Marketing majors and minors only. Marketing majors: MKTG 300 with grade of “C” or better and I S 301. Marketing minors: MKTG 300. Freshmen excluded.
Management of a sales force: organizing and deploying a sales force, developing effective sales training programs, designing motivation and compensation plans, asserting effective leadership and evaluating sales force performance. Sales analysis, forecasting techniques, account and territory management, and negotiations.

Letter grade only (A-F).