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.

DRAFT electronic version updated at 1:45 p.m. January 30, 2003

M. Watson, Editor Course Timetable