MKTG 2220 - Managing the Sales Force
Part-time Studies Course
The role of the sales manager in planning, directing and controlling will be the focus of this course including the selection of sales representatives as well as training, supervision, motivation and leadership.
MKTG 1219 Credits
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Upon successful completion of this course the student will be able to:
Describe the critical Role of the Sales Manager in an organization.
Explain the importance of Sales Management Leadership and Vision in today’s competitive market.
Communicate effectively at all levels of the organization.
Significantly enhance the importance of sales meetings in accomplishing overall objectives.
Obtain a broad understanding of Manpower Management Components.
Develop a proactive recruiting, hiring and training plan which ensures the availability and development of outstanding sales personnel.
Understand the critical importance of Strategic Sales Management.
Significantly improve the tactical (face to face) sales efforts of the sales team by more effectively managing the planning and execution of sales calls.
Provide extremely effective Management of Sales Performance.
Coach and motivate the sales force effectively.
Effective as of Fall 2012
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