MRKT 330 - Personal Selling and Sales Management

(3 hours) Prerequisites: MRKT 310 and MGMT 310 (grades of “C” or better). The course will cover functional aspects of sales force management, personal selling methods, procedures for recruiting, selecting, and training new salespeople, compensation and expense control systems, problems of sales force motivation and supervision; methods of territorial and quota management, sales department budgets, distributor-dealer relations, and other selected topics. This course cannot be challenged.