MKTG 3200 - Selling and Sales Management

Credits: (3)
Typically taught:
Fall [Full Sem]
Spring [Full Sem]

Theory, methods, and techniques of personal selling in professional settings including analysis of buyer behavior, the delivery of customer satisfaction, and integration of personal selling with other marketing communication tools. Sales management includes managing the sales force, salesperson selection, deployment, compensation, training, field supervision and industrial marketing management. Prerequisite: MKTG 3010.