3 credits
Spring 2026 Lecture Upper Division
This course offers a comprehensive examination of the sales management process. Key topics include the principles and best practices of recruiting, selecting, training, compensating, and motivating sales personnel. Additionally, the course will cover strategies for effective supervision and evaluation of a sales team to ensure optimal performance.
Learning Outcomes1Explain the different components/skills of relationship sales management and apply them through course assignments.
2Compare and contrast different sales management strategies through cases and simulations.
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.