2020-2021 Academic Catalog 
    Apr 14, 2024  
2020-2021 Academic Catalog [Archived Catalog]

SALS 470 - Sales Management/Coaching

Credits: Three (3)
This course develops the principles and practice of sales force management and leadership for manufacturing, wholesaling, retailing andamp; service enterprises. Discussion topics include the full range of functions utilized in managing a sales force and include selling strategy, organizing the selling entity, proof of performance, measurable validation, territory analysis and planning, hiring and selection, coaching and training, motivating achievement, compensation, assessing performance and compensating and recruitment.