0 or 3 credits
Spring 2026 Lecture Recitation Distance Learning Upper Division
An introduction to sales force management. An examination of the sales force management process, including principles of recruiting and selecting, training, compensation, motivation, supervision, and evaluation. Planning skills, including sales force deployment and the role of the sales force in sales forecasting, are also covered.
Learning Outcomes1Explain the different components/skills of relationship sales management and apply them through assignments.
2Compare and contrast different sales management strategies through simulations, evaluation of different sales processes and industry interactions.
3Identify the appropriate balance between the theoretical, analytical, and pragmatic dimensions of professional sales management through discussions and examples of the diverse sales concepts, issues, and activities.
Prerequisites
Restrictions
made by Purdue students.