ADV 320

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.