[Calendar Home Page] Wilfrid Laurier University - 2004-2005 Undergraduate Academic Calendar

Course Description

BU482 Sales Management 0.5

This 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.

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Official electronic version updated at 10:33 a.m. March 31, 2005

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