MKTG 446B Sales Force Mgmt & Leadership
446. SALES FORCE MANAGEMENT AND
LEADERSHIP(Credit, 3 Hours This course is a
study of the principles, methods and problems
associated with the management of a sales force.
These issues include, management principles,
selection and training, organization, compensation,
motivation and controlling a sales force.
Additional topics include territory assignment and
sales forecasting. Prerequisite: MKTG 300.