MBAC 685 Sales Force Strategies

3 semester hours

Linkages in the management of the sales function, personal selling activities, and the marketing area are examined to gain an understanding of the role of the sales force in achieving the firm’s revenue objectives. Sales practices are examined through the analysis of numerous sales management issues including hiring, firing, training, motivating, compensating, and evaluating sales personnel.

Prerequisite: MBAA 6040 .

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