MKT 436 Principles of Sales Management
This course covers the main elements of selling and sales management. The course is divided into three parts. In the first part, the main techniques of personal selling are covered including understanding customers, prospecting, planning and making sales calls, overcoming objections and closing the sale. The second part covers the broader set of skills required for a successful career in sales including time and territory management and larger account management. In the third part of the course, students learn the elements of managing a sales force, including hiring, training, motivating, evaluating and compensating sales professionals. Also see Enrollment Requirements.