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BUSI 4211

Sales Management

0.5 credit · Undergraduate

This course explores the strategic role of sales management within organizations, focusing on developing and implementing effective sales strategies, managing and motivating sales teams, and leveraging technology to optimize sales processes.

2025

Topics

  • The Sales function & Sales Management Trends
  • (Friday) • Customer Value and Marketing Mix
  • Sales presentation, Objection Handling, and n for group

Readings

  • Topics: The Selling Process Finalize Sales strategy and channels groups and Role and profile of the Salesperson and Sales email the Manager list to Jan 16, 2026 instructor. 2 Material:
  • (Friday) (11.59 pm • Textbook Chapter 4 (partial) EST) • Deeter-Schmelz, D. R., Goebel, D. J., & Kennedy, K. N. (2008). What are the Characteristics of an Effective Sales Manager? an Exploratory Study
  • Comparing Salesperson and Sales Manager Perspectives. The Journal of Personal Selling & Sales Management, 28(1), 7–20.
  • Topics: Finalize the Sales Leads, Prospecting, and Deal Making organizatio Jan 23, 2026 3 • Sales presentation, Objection Handling, and n for group (Friday) Closing project and
  • Kaski, T. A., Hautamaki, P., Pullins, E. B., & Kock, (11.59 pm H. (2017). Buyer versus salesperson expectations EST) for an initial B2B sales meeting. The Journal of
  • Business & Industrial Marketing, 32(1), 46–56.
  • EST) Topics: Mar 06, 2026 • Sales Leadership and Motivation 8 (Friday) Material: Textbook Chapter 10, 11 Mar 13, 20269 Topics: (Friday) • Performance Metrics

Prerequisites & course information

Prerequisite(s): BUSI 2204 or BUSI 2208 with a grade of C- or higher. Lecture three hours a week.

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