Course Description

BU482 Sales Management 0.5

The Sales Management course is designed to develop and apply a framework for dealing with Sales Management. It will develop skills in planning sales strategy; in recruiting, selecting, training, motivating, organizing and controlling a field sales force; and in persuasive communication. The students will research a sales management problem as well as work with a sales manager in the field. The course is heavily case-oriented.

Prerequisite: BU362.

Official electronic version updated on November 10, 2000

M. Watson, Editor