BADM 328

Credit: 3 hours.

Focuses on developing advanced sales techniques to help you succeed in the sales industry. These will be both strategic and tactical in nature and look at the various media platforms used today. It will include mock interviews, written sales proposals, and role-playing exercises that will facilitate application of effective sales techniques. Responsibilities, functions and skills necessary to be an effective sales manager are covered, including an evaluation of sales organizational structures, recruiting, selecting, testing, and training of salespeople. Related topics include compensation plans, controlling expenses, sales forecasting/projections, quotas, ethics, and motivation, among other sales topics. It will consist of lectures, assigned activities and role playing exercises, current materials / articles and information from sales / business / revenue development leaders with experience in sales management. You will also be exposed to industry professionals who will share their experiences with you.