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MKTG 2220 - Managing the Sales Force

Marketing Management Part-time Studies Course

School of Business

Course Details

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.

Prerequisite(s)

MKTG 1219

Credits

3.0

This course isn't currently offered through BCIT Part-time Studies. Please check back next term or subscribe to receive email updates.

Learning Outcomes

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

Related Programs

MKTG 2220 is offered as a part of the following programs:

School of Business

  1. Marketing Management (Professional Sales Option)
    Part-time   Certificate
  2. Marketing Management - Sales Skills
    Part-time   Associate Certificate

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