BUS 375 Personal Selling & Sales Management

This course examines the behavioral approach to selling products and/or services and building long-term customer relationships. Discussion of psychological and social factors necessary for effective communication that focuses first on the development and implementation of the sales process, itself, and then moves on to the management of the modern professional sales force. Topics include: sales force recruitment, selection, placement, training, compensation, motivation, and evaluation; establishing sales territories and assigning salespeople; and coordinating the personal selling effort with the overall marketing program. Prerequisite: BUS 253.