Teaches sales management's fundamental principles of administration, selection, training, compensating, supervising and stimulation of sales personnel. Emphasizes sales planning, determining sales and market potential, budget preparation and establishing territories and quotas. Also the analysis of sales operations and evaluation of sales people's productivity and effectiveness. Case method used. Falls. Prerequisite(s): BU 2450, BU 3280, BU 3290, and BU 4260.
*All course information is from the 2013-2014 Catalog.