BUSI 332 - Personal Selling and Sales Management

(3 hours) Prerequisites: Admission to the School of Business, BUSI 313 and BUSI 317 (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.