0 or 3 credits
Spring 2026 Lecture Upper Division
This course covers key topics in sales management while emphasizing customer relationship management, sales productivity, and the effects of technology on the sales function. Topics include analyzing multiple channel models; establishing sales plans; incentivizing and motivating the sales force; and evaluating, monitoring, and managing the effectiveness of the sales force.
Learning Outcomes1Describe the responsibilities and challenges of sales in the management role.
2Describe strategic sales planning; supporting sales recruitment, hiring, and training, evaluation and performance feedback.
3Demonstrate a variety of data analytic techniques to forecast sales, establish sales goals, and create budgets.
4Explain sales productivity measures used to establish and manage sales territories.
5Describe the appropriate use of technology in managing sales.
Prerequisites
made by Purdue students.