Course Search > Management & Business > MKTG.6200
Course No: MKTG.6200-081; SIS Class Nbr: 3060; SIS Term: 3240
Course Status: Open Added 3/2/23
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.
Related Programs: Online MBA
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