Personal Selling and Sales Management

Undergraduate

This course examines the use of personal selling within the context of the overall promotional effort of an organization, and how the sales function is managed to effectively achieve organizational objectives. Students will gain an understanding of how sales people create value for their customers and organizations, and how sales managers organize, recruit, select, motivate, and control the sales function. Prerequisite(s): BUSI 2433 with a minimum grade of C-.