Course Descriptions

Business Administration

MBA 7610
Salesmanship and Sales Force Management
3 credits

This course studies the design, management and motivation of an organization’s personal selling function. The subjects studied in this course include the role of sales professionals as financial contributors, change agents and relationship builders. Included in this course will be discussions on sales force structure, motivation, and augmentation of the marketing communications program, recruitment, selection and training of sales persons.

Prerequisite(s): MBA 7600