2013-2015 Undergraduate Catalog

MKT 315 Sales Management

Emphasis on all aspects of managing a sales force. Topical coverage includes the sales process, recruiting, selection, compensation, training, and evaluation of salespeople. Other topics may include sales forecasting, sales quotes, number of sales territories needed, routing, and analysis of sales volume. Students exposed to sales careers they can pursue. Prerequisite: MKT 305 or departmental permission.