Sales Management

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
• Textbook Information

When Offered & Tuition

• Online Course
• 2023 Fall: Sep 06 to Oct 29
• 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)
  Suppressed	array[empty]
  TagContext	array 1 struct COLUMN 0 ID CFTHROW LINE 50 RAW_TRACE at cfpayment2dplan2dblock2ecfm763285126$funcGETDIVISORBYTERM.runFunction(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:50) TEMPLATE D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm TYPE CFML 2 struct COLUMN 0 ID CF_UDFMETHOD LINE 54 RAW_TRACE at cfpayment2dplan2dblock2ecfm763285126$funcGETMONTLYPAYMENTAMMOUNT.runFunction(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:54) TEMPLATE D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm TYPE CFML 3 struct COLUMN 0 ID CF_UDFMETHOD LINE 61 RAW_TRACE at cfpayment2dplan2dblock2ecfm763285126.runPage(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:61) TEMPLATE D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm TYPE CFML 4 struct COLUMN 0 ID CFINCLUDE LINE 276 RAW_TRACE at cfCatalogsearch_detail2ecfm4351478._factor5(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:276) TEMPLATE D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm TYPE CFML 5 struct COLUMN 0 ID CF_CATALOGSEARCH_DETAIL LINE 194 RAW_TRACE at cfCatalogsearch_detail2ecfm4351478._factor6(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:194) TEMPLATE D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm TYPE CFML 6 struct COLUMN 0 ID CF_CATALOGSEARCH_DETAIL LINE 191 RAW_TRACE at cfCatalogsearch_detail2ecfm4351478._factor7(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:191) TEMPLATE D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm TYPE CFML 7 struct COLUMN 0 ID CF_CATALOGSEARCH_DETAIL LINE 1 RAW_TRACE at cfCatalogsearch_detail2ecfm4351478.runPage(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:1) TEMPLATE D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm TYPE CFML 8 struct COLUMN 0 ID CFINCLUDE LINE 308 RAW_TRACE at cfCurrent_Semsearch_detail2ecfm1097412858._factor4(D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm:308) TEMPLATE D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm TYPE CFML 9 struct COLUMN 0 ID CF_CURRENT_SEMSEARCH_DETAIL LINE 1 RAW_TRACE at cfCurrent_Semsearch_detail2ecfm1097412858.runPage(D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm:1) TEMPLATE D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm TYPE CFML 10 struct COLUMN 0 ID CFINCLUDE LINE 45 RAW_TRACE at cfapplication2ecfc1757924483$funcONREQUEST.runFunction(D:\inetpub\wwwroot\ContedWeb\application.cfc:45) TEMPLATE D:\inetpub\wwwroot\ContedWeb\application.cfc TYPE CFML
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• Note: There is a $30 per semester registration fee for credit courses.

Related Programs: Online MBA

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