MBA 583 - Sales Leadership and Strategy

This course is designed to introduce the students to the relevant concepts and theories of sales management. The sales management course is an analysis of professional selling practices with emphasis on the selling process and sales management, including the development of territories, determining potentials and forecasts, and setting sales quotas. Students also learn how salespersons are recruited, trained, motivated and evaluated in a global economy.

Prerequisite: Graduate standing.
When Offered: Not on a regular basis.

Credit: 3