MK 370 - Sales Management

3 Credit Hours

Prerequisite: MK 341. The course is an introduction to sales and sales management and presents a concise portrayal of selling in the contemporary business environment, focusing on creating and communicating value for customers and managing the buyer-seller relationship process. In addition to role playing and in-basket exercises for developing skills in professional selling, the course addresses training, supervision and compensation of the sales force; cooperation between middlemen, wholesalers, retail outlets, and integration with other components of the promotion mix. (FA)