Sales Systems and Strategy

[0.50] credits · Undergraduate

This course focuses on the design, integration, and management of sales systems within broader strategic and organizational contexts. Students will examine how selling activities align with firm-level objectives, market positioning, and revenue models. Key topics include territory design, incentive structures, sales forecasting, pipeline management, digital and social media selling, and the coordination of sales with marketing, finance, and operations. Emphasis is placed on the ethical use of data, technology, and behavioural insight to optimize sales performance at scale.