MKT 378 - Sales Management

The selling process and the role of sales as a function of marketing are key factors in the development and implementation of a promotional strategy. These aspects of promotion will be studied from both theoretical and an experiential perspective, integrating the concepts of persuasion, motivation and time management. Selling to organizations and institutions rather than individual consumers is the major focus of this course.

Prerequisite: MKT 250 and minimum first semester junior standing.
Offered: Fall
Credit: 3