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 at 4:25 p.m. December 18, 2003

M. Watson, Editor Course Timetable