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Sales Management

504215 - Sales Management
Faculty

Faculty of Business

Department

Digital Marketing and Innovation

Credit Hours

3

Pre-requisite

504101

Co-requisite

-

Distribution

3 + 0
This course examines the elements of an effective sales force as a key component of the organization's total marketing effort. The course extends students? understanding of marketing's reach and the strategic role of sales management in achieving businesses goals. The course helps to understand the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), use of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating, and retaining salespeople. The focus of this course is on business-to-customer sales management as well as on business-to-business (B2B) sales management.