Course Objective

This course is designed for students interested in a career in professional selling and sales management. The course is concerned with how to manage a sales force with the objective of maximizing overall sales performance in terms of both effectiveness and efficiency. The emphasis is on business-to-business (rather than consumer) sales force management. The class uses a discussion based format and requires active participation from the student for each class.

Learning Outcomes

• Develop a personal selling philosophy that incorporates the marketing concept 
• Develop a relationship strategy that creates customer value in an ethical context
• Develop a product strategy that incorporates creative product solutions that add value
• Develop a customer strategy that addresses buyer behavior
• Develop a customer presentation strategy that adds value
• Explain the process of self-management