Fall 2023
> Management & Business
> MKTG.6200
> 081
Course No: MKTG.6200-081; SIS Class Nbr: 7673; SIS Term: 3310
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: MKTG.5010 Marketing Fundamentals, or permission of graduate program coordinator.
- Credits: 3; Contact Hours: 3
- Instructor: Stephen Powell
-
UMass Lowell Bookstore
When Offered & Tuition
- Online Course
- 2023 Fall: Sep 06 to Oct 29
- Course Level: Graduate
-
Tuition: $1965
- Note: There is a $30 per semester registration fee for credit courses.
Related Programs: Online MBA
Every effort has been made to ensure the accuracy of the information presented in this catalog. However, the Division of Graduate, Online & Professional Studies reserves the right to implement new rules and regulations and to make changes of any nature to its program, calendar, procedures, standards, degree requirements, academic schedules (including, without limitations, changes in course content and class schedules), locations, tuition and fees. Whenever possible, appropriate notice of such changes will be given before they become effective.