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Apr 28, 2024
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MBA 6400 - Sales Leadership
The course gives students a complete picture of the scientific principles and issues revolving around the management of a field sales force regionally and internationally. Accordingly, the course deals with discussing the sales function and its relationship with a firm’s marketing program, crafting a sales strategy, and setting sales objectives. It also focuses on performing important decisions such as recruiting, hiring, training, compensating salespeople, and implementing a sales program. Cases based on real-world situations and a sales management simulation are employed so that students practice applying tools and frameworks in their own decision-making processes.
Requisites:
Credit Hours: 3
Repeat/Retake Information: May not be retaken.
Lecture/Lab Hours: 3.0 lecture
Grades: Eligible Grades: A-F,WP,WF,WN,FN,AU,I
Learning Outcomes:
- Students will be able to use sales management concepts, methods, and tools used in the industry.
- Students will be able to discuss the role of sales management in contemporary organizations.
- Students will be able to apply sales management concepts to real-world problems.
- Students will be able to analyze and evaluate sales management problems using hands-on exercises.
- Students will be able to develop sales strategies to address real sales settings.
- Students will be able to use information to analyze sales force performance and make sales management decisions.
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