Course Overview
The role of selling in the marketing mix; problems in planning, organizing, evaluating and controlling the sales force.
This course is divided into five modules: (1) Context of Sales Management; (2) Firm, Marketing Strategy and Top-Level Management of the Sales Force; (3) Sales Force Deployment - Options, Strategies and Issues; (4) Sales Force Decision Levers - Programs, Policies and Procedures; (5) First-Level Sales Manager - Implementing the Sales Program in the Field.
[M] 3 credits.

Course Objectives
Upon completion of this course, students will have:

1. Examined the linkage between personal selling, as a basket of activities, and the management of those marketing personnel who do selling (i.e., salespeople).
   
   
2. Examined the role of the sales force in the achievement of a firm's marketing objectives.
   
   
3. Undertaken numberous case-based analyses of typical sales management issues, including the hiring, firing, training, motivation, compensation, deployment, and evaluation of the firm's sales personnel.
   
   
4. Developed decision-making skills and analytic capabilities in the development and management of both sales programs and salespeople.