MKTG 344
SALES MANAGEMENT

1. Catalog Entry

MKTG 344. Sales Management
Three hours lecture (3).

Prerequisites: MKTG 340.

Semester offered: Each Fall and Spring

Planning, organizing, leading, acquiring and controlling are applied to the management of the sales force and the coordination of the sales force with the total marketing effort.

2. Detailed Description of Content of the Course

This course focuses on the activities and problems of first line sales managers. Discussion topics include administrative functions (e.g., sales force planning, budgeting, evaluation) and implementation activities (e.g., sales force recruiting, training, and motivating) necessary to achieve sales objectives.

3. Detailed Description of Conduct of the Course

The course includes lectures on the fundamental concepts of sales management, detailed discussions on selected topics, presentation of case material, and participation in an interactive computer simulation. Students are responsible for assigned material in the text as well as topics discussed in class. Students work individually and in overall groups to accomplish course objectives.

4. Course Goals and Objectives of the Course

The objectives of this course are to:

1. discuss contemporary sales management theory and practice
2. enhance the student's ability to provide viable solutions to problems faced by sales managers
3. improve the student's ability to effectively communicate with sales and management team members.

5. Assessment Measures

Students are assessed using essay examinations, group presentations (oral and written), and team performance in a computer simulation. Class attendance and participation is also important.

6. Other Course Information

N/A

7. Review and Approval

DATE ACTION APPROVED BY
09-20-01 Reviewed and Melvin R. Mattson, Chair Curriculum Committee