Sales Management

Course Search > Management & Accounting > MKTG.6200

Course No: MKTG.6200-082; SIS Class Nbr: 13391; SIS Term: 3110
Course Status: Open

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.
  • Special Notes:
  • Section Notes:
  • Credits: 3; Contact Hours: 3
  • Instructor: Stephen Powell
  • UMass Lowell Bookstore

When Offered & Tuition

  • Online Course
  • Fall 2021: Oct 25 to Dec 18
  • Course Level: Graduate
  • Tuition: $1965
  • Note: There is a $30 per semester registration fee for credit courses.

Related Programs: Online MBA

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