Course Detail
Units:
3.0
Course Components:
Lecture
Enrollment Information
Enrollment Requirement:
Prerequisites: 'C-' or better in (BCOR 3040 OR MKTG 3000 OR MKTG 3010 OR MKTG 3011) AND Intermediate or Full Major or Minor status in the David Eccles School of Business.
Description
Meets with MKTG 6740. This course is designed to provide a solid foundation for understanding how companies can create value for customers in the highly competitive market place. Emphasis is placed on managerial decision making, how the sales function is aligned to the strategic direction of the firm, the role of technology in sales forced design and management, why the sales force is critical to adjusting to rapidly changing environments, how to apply problem-solving models, how to recruit, select, higher and retain the best sales people, what is required to forecast sales and profits, how to map and measure sales results to increase productivity, what variable drives sales success, as well as what sales incentives and compensations systems require to line the sales organization to the strategy of the firm.