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Indiana University Bloomington

Marketing

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 and M304

    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.