MKTG 4403 - Sales Management

This course is organized around the ethical process of making informative and persuasive verbal presentations. Topics include presentation materials and formats, handling objections, reaching decisions, and servicing customers. The development of such skills is useful to any member of an organization who makes a presentation. Case study, videotaped role playing, professional speakers, and group interactions project the student into the real world of the business person and salesperson. This course also examines common problems confronting sales managers, including topics such as recruiting, selecting, motivating, leadership and supervision, performance evaluation and coaching. Class 3. Prerequisite(s): MKTG 2503