MKTG 4770 - Sales Force Design and Management

3 hours

Emphasis on designing and implementing a sales force strategy for complex business environments. Covers the responsibilities of sales executives, field sales managers and individual sales people. Topics include sales force structure, multi-channel strategy, territory design and management, sales force compensation, motivation, leadership and mentoring. Also examines ethical and legal issues related to selling activities.

Prerequisite(s): Consent of department.

Open only to students admitted into the BBA in marketing with a concentration in professional selling or the minor in professional selling.