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MKTG 341 - Sales Force Management

DETAILS
Semester-hour credits: 3
Tuition: $448.50
Methods: e-mail

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
Book 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.

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This page last updated: Thursday, July 31, 2008 - 3:49:35 PM