The management of today's sales force requires a unique application of management principles. Typical situations confronting the sales manager involving hiring, training, directing, motivating, and analyzing the sales force will be reviewed through real-world case studies and classroom involvement.
This course is somewhat unique in that it stresses hiring characteristics that should be sought by the sales manager and various recruiting techniques that have proven effective. The student can use this information to effectively search for positions in the future as well as be effective in their own hiring efforts in future management positions. The entire course will provide assistance to the student in sales positions following graduation and will form the basis for sales management decisions in future years.
Prerequisite or co-requisite: BMKT 2409 Marketing Management. Note: This course and BMKT 2409 Marketing Management may be taken concurrently.