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2019-2020 Graduate Catalog 
    
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2019-2020 Graduate Catalog [Archived Catalog]

MBA 583 - Sales Leadership and Strategy

Catalog Year: 2019-2020

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.
Offered: Not on a regular basis.
Credit: 3