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Aug 02, 2025
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MKT 3660 - SALES MANAGEMENT
credits: 3.0
Crosslisted/Same As: MGT 3660
MGT 3660 -MKT 3660. Sales management course recognizes and explores the expanded role of today’s sales force and sales managers. Today’s sales professional not only sell products and services, they are also involved in marketing consultation, solving customer problems, building long term relationships with clients and directing their company’s marketing program. This course provides students with the information and practical tools necessary that any successful sales force manager might need accomplish these expanded roles/responsibilities. In particular, this course develops the student’s planning, management, and decision-making abilities and encourages viewing today’s Sales Management problems as opportunities and challenges that necessitate the utilization of creative solutions. In addition, the course reviews how sales managers handle and practically utilize the e-commerce environment and most importantly how to successfully manage and motivate your sales team. Objectives: A) Expose students to the sales functions, processes, and opportunities of sales management as a career; B) Understand that personal selling is a major function within the marketing and promotional mix of a firm; C) Prepare and present sales presentations using visual, verbal, and nonverbal skills to communicate information; D) Know the vocabulary, concepts, resources, and reference materials related to the sales profession; E) Articulate, assess, and implement different sales techniques; F) Examine the ethical issues as they relate to selling, customer relations, and managing a sales team; G) Learn to qualify and analyze sales prospects and customers; H) Understand the process of selecting, hiring, soliciting, organizing, motivating and managing a sales force; I) Review the theories and practices of motivating and compensating sales professionals, including the use of sales quotas and sales territories; J) Learn how to collect, analyze and report sales volume data, individual performance data, and regional and territorial reports; K) Apply techniques for overcoming objections and how to effectively use closing as a sales strategy; L) Tailor your sales presentation to the unique needs of the individual buyer; M) Summarize why it is important to follow-up after the sales presentation; N) Demonstrate sales ability through a sales demonstration and role-playing activities; O) Use critical thinking skills to analyze a variety of sales management cases; P) Demonstration interpersonal skills, collaboration, teamwork through a group project; Q) Establish and evaluate sales strategies and action plans that can apply to a future marketing or business career; R) Learn sales interactions and sales strategies for selling to different accounts, customers, domestically and internationally; S) Analyze behavioral concepts of personal selling an examine some of the problems and policies involved in managing a sales force; T) Learn the transferrable skills of being an effective salesperson and sales manager. Method of Instruction: Lecture, guest speakers, workshops. Internet exercises, book and article reviews, and case analysis. Method of Evaluation: Quizzes and exams, assignments, and case studies.
Prerequisite(s): MKT 2250 - PRINCIPLES OF MARKETING
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