MKT 312 – Sales Management

This course examines all facets of the personal communication process used to persuade a prospective customer to purchase a good, service, or idea. This is accomplished from both the perspective of the salesperson and the Sales Manager. Included in this in-depth examination are topics such as outbound and inbound (800 & 900) telemarketing, types of sales organizations, the personal selling process, sales force recruitment and selection, sales force motivation, and compensation.

Students interested in business at any level, marketing, sales, project management, media, communications, public relations, and non-profit work would benefit from taking this course.

Prerequisite: MKT 101