BUS 128◊ Sales Force Management

3 credits

Last Update Effective: 8/21/11

A strategic/consultative selling model that emphasizes the need identification approach in offering solutions to today's customer needs is the central focus. The salesperson will assume the role of a consultant in developing long-term solutions to their clients' needs. Also included is effective management of a professional sales force. (formerly MKT 150, Principle of Sales)

Lecture: 3 hours