BUS 373 Sales Management

This course examines how to build long-term customer relationships and manage a sales force in order to achieve organizational objectives and provide value to customers.  Students will learn sales management strategies related to customer relationship management, sales force organization, and decision making. Students will also examine key concept in sales leadership, including recruiting, training, motivating, and evaluating a sales force.  This course helps students strengthen their communication and decision-making skills and integrates concepts from management, marketing, and corporate finance.