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.

Kelley School of Business

Faculty & Research