SAMG2280 Sales Force Management

Course Description

The sales force management environment of today is critical to the success and growth of a business. This course presents comprehensive and rigorous coverage of contemporary sales management concepts. Topics are covered from the perspective of a sales manager decision maker. This decision-making perspective is accomplished through discussion of the stages of the sales management process, identifying critical decision areas, and presenting analytical approaches for improved sales force management. Upon completion of this course students will have an understanding of the importance of managing and participating on a sales team.

Student Learning Outcomes

  • Study and differentiate the relationship between the sales force and the sales manager.
  • Examine and determine organizational strategy levels for an effective sales process.
  • Evaluate and analyze internal sales organization structures.
  • Determine sales force size, territory design, and the allocation of selling effort to maximize company profitability.
  • Identify and analyze recruitment options as it relates to sales force optimization.
  • Examine legal and ethical considerations of sales force selection.
  • Identify and model the steps of the sales training process.
  • Differentiate between styles of sales force leaders and sales force managers.
  • Describe and analyze salary, commission and combination pay plans.
  • Examine and evaluate sales and force reward systems beyond the basic compensation plans.
  • Identify sales force performance issues and compare sales force evaluation tools.

Prerequisite

Please see eServices for section availability and current pre-req/test score requirements for this course.

3 credits: 3 lectures / presentations, 0 lab, 0 other