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Catalog 2012-2013
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MKTG 4403
Sales Management
Class hours: 3
Lab hours: 0
Semesters Available: Spring
Years Available: Even
An analysis of the organization and administration of sales departments, including recruiting, selection, training, motivating, compensating, supervising, and controlling the sales force. Current marketing and sales management concepts, especially relationship marketing, are studied with an emphasis on the management of selling activities and the outside sales force as one major phase of marketing management. Different contact management software options are studied as they relate to strategic sales management. Special attention is given to sales forecasting and the decision making process for sales executives.
Prerequisite: MKTG 2503.

1 program requires this course.
No courses require this as a prerequisite or corequisite.