Nov 19, 2018  
2015-2016 Undergraduate Catalog 
2015-2016 Undergraduate Catalog Archived Catalog

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MKT 320 Sales Force Management

3 Credits

In this analysis of the selling function and the role and responsibilities of the sales force manager, students analyze the sales force organization as well as the processes of forecasting, staffing, directing, controlling, and evaluating manpower performance. The allocation of sales effort and compensation practices are also reviewed.

Prerequisite(s): MKT 200  (with a minimum grade of C).

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