Mar 28, 2024  
NCU Catalog - June 2017 (Amended) 
    
NCU Catalog - June 2017 (Amended) [ARCHIVED CATALOG]

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MKT-7001 - Strategic Sales Force Management

Semester Credits: 3 Weeks: 8
Students in this course will explore the role of the sales force, which is expanding greatly as a result of economic and competitive pressures and social and cultural changes in markets. Salespeople are often engaged in consultative relationships with their customers. The student will explore strategic sales force management issues, organizing, staffing, and training a sales force, and directing sales force operations. This will include the analysis of motivational issues, sales planning, and evaluating sales performance. In addition, the ethical and legal responsibilities of sales managers will be covered.



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