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
Below is one offering of this course for the Fall 2018 term.
Wed Sep 12 - Wed Nov 28
Class Meeting Times
Sep 12 - Nov 28
17:30 - 20:30
This course offering is in progress. Please check back next term or
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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
Books & Supplies
The BCIT bookstore carries textbooks, general reference books, software, and
stationery. Please visit
bcit.ca/bookstore for more
Books for Fall 2018 offerings of this course are available in the following BCIT
online bookstores. Please choose the bookstore appropriate for the offering
you are considering.
BCIT Downtown Campus Bookstore
If you are taking this course at the BCIT Downtown Campus (DTC), please purchase books for this course at the
BCIT Downtown Campus Bookstore.
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Fundamentals Of Sales Management For The Newly Appointed Sales Manager
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