Sales Management

Fall 2022 > Management & Business > MKTG.6200 > 082

Course No: MKTG.6200-082; SIS Class Nbr: 12545; SIS Term: 3210
Course Status: Registration Closed

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 & Instructor

  • Prerequisites: Students with a CSCE career need permission to take Graduate Level Courses.
  • Credits: 3; Contact Hours: 3
  • Instructor: Stephen Powell
  • UMass Lowell Bookstore

When Offered & Tuition

  • Online Course
  • 2022 Fall: Oct 24 to Dec 20
  • Course Level: Graduate
  • Tuition: $1965
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    StackTrace coldfusion.runtime.CustomException: Past Plan Availability Date at coldfusion.tagext.lang.ThrowTag.doStartTag(ThrowTag.java:139) at coldfusion.runtime.CfJspPage._emptyTag(CfJspPage.java:4319) at cfpayment2dplan2dblock2ecfm763285126$funcGETDIVISORBYTERM.runFunction(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:50) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:554) at coldfusion.runtime.UDFMethod$ReturnTypeFilter.invoke(UDFMethod.java:485) at coldfusion.runtime.UDFMethod$ArgumentCollectionFilter.invoke(UDFMethod.java:448) at coldfusion.filter.FunctionAccessFilter.invoke(FunctionAccessFilter.java:95) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:399) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:372) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:288) at coldfusion.runtime.CfJspPage._invokeUDF(CfJspPage.java:4175) at coldfusion.runtime.CfJspPage._invokeUDF(CfJspPage.java:4155) at cfpayment2dplan2dblock2ecfm763285126$funcGETMONTLYPAYMENTAMMOUNT.runFunction(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:54) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:554) at coldfusion.runtime.UDFMethod$ReturnTypeFilter.invoke(UDFMethod.java:485) at coldfusion.runtime.UDFMethod$ArgumentCollectionFilter.invoke(UDFMethod.java:448) at coldfusion.filter.FunctionAccessFilter.invoke(FunctionAccessFilter.java:95) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:399) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:372) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:288) at coldfusion.runtime.CfJspPage._invokeUDF(CfJspPage.java:4175) at coldfusion.runtime.CfJspPage._invokeUDF(CfJspPage.java:4155) at cfpayment2dplan2dblock2ecfm763285126.runPage(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:61) at coldfusion.runtime.CfJspPage.invoke(CfJspPage.java:262) at coldfusion.tagext.lang.IncludeTag.handlePageInvoke(IncludeTag.java:735) at coldfusion.tagext.lang.IncludeTag.doStartTag(IncludeTag.java:565) at coldfusion.runtime.CfJspPage._emptyTcfTag(CfJspPage.java:4329) at cfCatalogsearch_detail2ecfm4351478._factor5(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:276) at cfCatalogsearch_detail2ecfm4351478._factor6(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:194) at cfCatalogsearch_detail2ecfm4351478._factor7(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:191) at cfCatalogsearch_detail2ecfm4351478.runPage(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:1) at coldfusion.runtime.CfJspPage.invoke(CfJspPage.java:262) at coldfusion.tagext.lang.IncludeTag.handlePageInvoke(IncludeTag.java:735) at coldfusion.tagext.lang.IncludeTag.doStartTag(IncludeTag.java:565) at coldfusion.runtime.CfJspPage._emptyTcfTag(CfJspPage.java:4329) at cfCurrent_Semsearch_detail2ecfm1097412858._factor4(D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm:308) at cfCurrent_Semsearch_detail2ecfm1097412858.runPage(D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm:1) at coldfusion.runtime.CfJspPage.invoke(CfJspPage.java:262) at coldfusion.tagext.lang.IncludeTag.handlePageInvoke(IncludeTag.java:735) at coldfusion.tagext.lang.IncludeTag.doStartTag(IncludeTag.java:565) at coldfusion.runtime.CfJspPage._emptyTcfTag(CfJspPage.java:4329) at cfapplication2ecfc1757924483$funcONREQUEST.runFunction(D:\inetpub\wwwroot\ContedWeb\application.cfc:45) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:554) at coldfusion.runtime.UDFMethod$ArgumentCollectionFilter.invoke(UDFMethod.java:448) at coldfusion.filter.FunctionAccessFilter.invoke(FunctionAccessFilter.java:95) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:399) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:372) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:288) at coldfusion.runtime.TemplateProxy.invoke(TemplateProxy.java:830) at coldfusion.runtime.TemplateProxy.invoke(TemplateProxy.java:613) at coldfusion.runtime.TemplateProxy.invoke(TemplateProxy.java:438) at coldfusion.runtime.AppEventInvoker.invoke(AppEventInvoker.java:115) at coldfusion.runtime.AppEventInvoker.onRequest(AppEventInvoker.java:308) at coldfusion.filter.ApplicationFilter.invoke(ApplicationFilter.java:551) at coldfusion.filter.RequestMonitorFilter.invoke(RequestMonitorFilter.java:43) at coldfusion.filter.MonitoringFilter.invoke(MonitoringFilter.java:40) at coldfusion.filter.PathFilter.invoke(PathFilter.java:162) at coldfusion.filter.IpFilter.invoke(IpFilter.java:45) at coldfusion.filter.ExceptionFilter.invoke(ExceptionFilter.java:96) at coldfusion.filter.ClientScopePersistenceFilter.invoke(ClientScopePersistenceFilter.java:28) at coldfusion.filter.BrowserFilter.invoke(BrowserFilter.java:38) at coldfusion.filter.NoCacheFilter.invoke(NoCacheFilter.java:60) at coldfusion.filter.GlobalsFilter.invoke(GlobalsFilter.java:38) at coldfusion.filter.DatasourceFilter.invoke(DatasourceFilter.java:22) at coldfusion.filter.CachingFilter.invoke(CachingFilter.java:62) at coldfusion.CfmServlet.service(CfmServlet.java:226) at coldfusion.bootstrap.BootstrapServlet.service(BootstrapServlet.java:311) at org.apache.catalina.core.ApplicationFilterChain.internalDoFilter(ApplicationFilterChain.java:227) at org.apache.catalina.core.ApplicationFilterChain.doFilter(ApplicationFilterChain.java:162) at coldfusion.monitor.event.MonitoringServletFilter.doFilter(MonitoringServletFilter.java:46) at coldfusion.bootstrap.BootstrapFilter.doFilter(BootstrapFilter.java:47) at org.apache.catalina.core.ApplicationFilterChain.internalDoFilter(ApplicationFilterChain.java:189) at org.apache.catalina.core.ApplicationFilterChain.doFilter(ApplicationFilterChain.java:162) at org.apache.tomcat.websocket.server.WsFilter.doFilter(WsFilter.java:53) at org.apache.catalina.core.ApplicationFilterChain.internalDoFilter(ApplicationFilterChain.java:189) at org.apache.catalina.core.ApplicationFilterChain.doFilter(ApplicationFilterChain.java:162) at org.apache.catalina.core.StandardWrapperValve.invoke(StandardWrapperValve.java:197) at org.apache.catalina.core.StandardContextValve.invoke(StandardContextValve.java:97) at org.apache.catalina.authenticator.AuthenticatorBase.invoke(AuthenticatorBase.java:541) at org.apache.catalina.core.StandardHostValve.invoke(StandardHostValve.java:135) at org.apache.catalina.valves.ErrorReportValve.invoke(ErrorReportValve.java:92) at org.apache.catalina.core.StandardEngineValve.invoke(StandardEngineValve.java:78) at org.apache.catalina.connector.CoyoteAdapter.service(CoyoteAdapter.java:377) at org.apache.coyote.ajp.AjpProcessor.service(AjpProcessor.java:463) at org.apache.coyote.AbstractProcessorLight.process(AbstractProcessorLight.java:65) at org.apache.coyote.AbstractProtocol$ConnectionHandler.process(AbstractProtocol.java:889) at org.apache.tomcat.util.net.NioEndpoint$SocketProcessor.doRun(NioEndpoint.java:1743) at org.apache.tomcat.util.net.SocketProcessorBase.run(SocketProcessorBase.java:49) at org.apache.tomcat.util.threads.ThreadPoolExecutor.runWorker(ThreadPoolExecutor.java:1191) at org.apache.tomcat.util.threads.ThreadPoolExecutor$Worker.run(ThreadPoolExecutor.java:659) at org.apache.tomcat.util.threads.TaskThread$WrappingRunnable.run(TaskThread.java:61) at java.base/java.lang.Thread.run(Thread.java:834)
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Related Programs: Online MBA

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