Course Description

This course explores strategies for managing a professional sales organization, including recruiting, training, motivating, and evaluating teams. Students apply ethical leadership, communication, and data-driven decision-making through cases and role-plays to build skills in sales planning, coaching, and compensation design.

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Athena Title

Sales Force Strategy and Mgmt

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Equivalent Courses

Not open to students with credit in MARK 4220, MARK 6220, MARK 6220E

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Non-Traditional Format

This course will be taught 95% or more online.

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Prerequisite

(MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001E or MARK 3001H) and (MARK 4210 or MARK 4210E)

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Grading System

A - F (Traditional)

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Student learning Outcomes

• Students will evaluate sales strategies, structures, and performance metrics to make informed managerial decisions.
• Students will demonstrate professional selling and relationship-building skills through applied exercises and role-plays.
• Students will design and justify motivation, compensation, and training approaches that promote effective sales team performance.

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Topical Outline

• Role of selling and the sales management process
• Sales strategy, structure, and territory design
• Recruiting, training, and developing salespeople
• Motivation, leadership, and compensation systems
• Forecasting, performance evaluation, and coaching
• Customer relationship management and analytics
• Ethics, technology, and emerging sales trends

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