Sales Management

Catalog Search > Management & Business > MKTG.6200

Note: This course is not available for the current semester.

Course No: MKTG.6200; Last Offered: Fall 2023;

Course Description

This course offers students the opportunity to understand how sales management is conducted in small entrepreneurial organizations and large established enterprises. Topics include aligning the sales function with overall organizational objectives, integrating sales into the value delivery process, recruiting a talented sales team and meeting enterprise goals through target setting, compensation schemes, effective use of sales automation systems, and the importance of the Internet and other emerging technologies in the sales discipline. The course will explore the range of sales skills from the consultative selling of complex deals to transactional account management, as well as structural options such as product specialization, customer segment focus and territory alignment.

Prerequisites & Notes

  • Prerequisites:
  • Special Notes:
  • Credits: 3; Contact Hours: 3

Questions About This Course?

Contact the Advising Center at 978-934-2474 or

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