MKTG 341 - Sales Force Management

DETAILS Semester-hour credits: 3 Tuition: $448.50 Methods: DESCRIPTION Students will learn how to effectively manage a sales force. The following items will be taught: Model of sales person's performance Different methods of forecasting sales Different ways of designing sales territories Allocating territories to sales people in a manner which is fair and unbiased How to select a sales force How to set goals (quota) for the sales force How to motivate the sales force The different ways of compensating them The criteria used to evaluate them REQUIRED MATERIALS & TEXTBOOKS SALES FORCE MANAGEMENT by Churchill, Ford, Walker, Johnston, & Marshall, Eighth Edition. McGraw Hill/Irwin Publishers. COURSE REQUIREMENTS Three tests - Test 1: Chapters 1-4. Test 2: Chapters 5-8. Test 3: Chapters 9-13. All tests are proctored. Two case studies One project DISCLAIMER: Tuition, credits, medium, description, instructors, books, materials, homework assignments, grading scale, and availability are subject to change without notice. For the most up-to-date status, please contact the Continuing Education staff.