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 Outcomes
1Identify 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.
Course CSR 415 from Purdue University - West Lafayette.
