ADV 320

Fall 2021 Part of Term A

Part of Term A
Aug 23-Oct 15

Sales Management

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Credit: 3 hours.

This course addresses conceptual and methodological issues related to the management of sales within organizations. Responsibilities, function and skills necessary to be an effective sales manager are covered, including an evaluation of sales organization structures, recruiting, selecting, testing, and training of salespeople. Related topics include compensation plans, controlling expenses, sales forecasting/projections, routing, quotas, ethics and motivation. It will consist of lectures, role playing exercises, and also may include guest lectures from industry leaders/alumni with experience in sales management.

Prerequisite: ADV 270 (Principles of Sales).

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ADV 320 class schedule data for fall 2021
	CRN	Type	Section	Time	Day	Location	Instructor	Section Details
	71554	Online	ONL	ARRANGED	n.a.	n.a.	Clifton, D	Part of Term: A Date Range: 08/23/21-10/15/21 Section Info: ADV 270 is not required for this course. For questions, please contact the instructor at dclifton@illinois.edu. This course is taught asynchronously. Please note, Credit will not be given for students who took MDIA 320 in a previous semester.