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Indiana University Bloomington


Recognized Experts

Our faculty are recognized experts who sit on the editorial boards of 11 of the world’s leading marketing journals.

Degree Requirements

  1. M426
    Sales Management
    • 16-weeks
    • 3 credits
    • Prerequisite: Or Corequisite: M370 or M304, with a grade of C.

    Students will engage in an interactive exploration of the strategic and tactical issues important to managing a professional sales organization.  Key topics will include organizing a sales force, recruiting, training, compensation, motivation, forecasting, territory design, evaluation, and control. Lectures and case studies.