MKTG 344: Sales Management
Prerequisites: Junior standing and MKTG 340
Credit Hours: (3)
Planning, organizing, leading, acquiring and controlling are applied to the management
of the sales force and the coordination of the sales force with the total marketing
effort.
Note(s): Applied Learning designated course.
Detailed Description of Content of the Course
This course focuses on the activities and problems of first line sales managers. Discussion
topics include administrative functions (e.g., sales force planning, budgeting, evaluation)
and implementation activities (e.g., sales force recruiting, training, and motivating)
necessary to achieve sales objectives.
Detailed Description of Conduct of the Course
The course includes lectures on the fundamental concepts of sales management, detailed
discussions on selected topics, presentation of case material, and participation in
an interactive computer simulation. Students are responsible for assigned material
in the text as well as topics discussed in class. Students work individually and in
overall groups to accomplish course objectives.
Course Goals and Objectives of the Course
At the conclusion of the course, the student should be able to:
1. Discuss contemporary sales management theory and practice
2. Provide viable solutions to problems faced by sales managers
3.Demonstrate the ability to effectively communicate with sales and management team
members.
Assessment Measures
Students may be assessed using essay examinations, group presentations (oral and written),
and/or team performance in a computer simulation. Class attendance and participation
is also important.
Other Course Information
N/A
Review and Approval
DATE ACTION APPROVED BY
09-20-01 Reviewed and Melvin R. Mattson, Chair Curriculum Committee
April 13, 2012 Revised
March 01, 2021