Managing the marketing-driven sales force, including customer relationship and interfacing strategies, cross-functional issues relevant to sales, sales force organization strategies and systems, and customer-focused teams. Human resource issues, such as compensation systems, salesperson development, sales team leadership, and sales training and coaching.
Athena Title
Sales Force Strategy and Mgmt
Equivalent Courses
Not open to students with credit in MARK 4220E, MARK 6220, MARK 6220E
Prerequisite
(MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001E or MARK 3001H) and (MARK 4210 or MARK 4210E)
Semester Course Offered
Offered every year.
Grading System
A - F (Traditional)
Student Learning Outcomes
Understand the role of the sales force in achieving a firm’s marketing objectives
Be able to explain different ways of organizing and sales force and know when each is most appropriate
Be able to recognize and demonstrate professional selling skills
Understand the importance of long term customer relationships and the key sales strategies for developing such relationships
Understand basic concepts of customer account management
Understand key characteristics of successful sales people
Be familiar with and be able to develop/apply a training program for the sales force
Understand and be able to apply effective motivation and compensation systems
Appreciate the changing nature of personal selling and customer account management
Have developed/improved his/her decision making and analytic skills related to sales management
Topical Outline
Organizational purchasing function
Customer development and retention
Account management techniques
Review of selling skills with emphasis on leading, coaching, and teaching sales people
Professional selling skills, including how to interact with customers/clients
Team building techniques
Organizing the sales effort
Personal characteristics and aptitudes of effective sales people
Recruiting salespeople
Leading/managing the sales force
Sales force deployment
Sales leadership of the supply chain
Coaching and mentoring sales people
Developing market plan input (4 to 5 P – key geographic market places)
Global sales management
Budgets and ethics
The changing sales environment and emerging topics
