May 12, 2024  
2022-2023 Undergraduate and Graduate Catalog 
    
Catalog Navigation
  Catalog Home
  The California State University
  Admission to CSULB
  Fees and Financial Aid
  Baccalaureate Degree Information
  Academic Information and Regulations
  Academic Services and Campus Life
  Graduate Degree Information
  Colleges and Departments
  Courses
  General Policies and Regulations
  Faculty and Administration
HELP
2022-2023 Undergraduate and Graduate Catalog [ARCHIVED CATALOG]

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).