MKT 432: Sales Management - spring

Prerequisite: MKT 311 (or MKT 211); CCB Business Majors only;

This course examines the development, implementation, and management of effective sales programs in an increasingly complex sales environment. Students explore the role of the modern sales force in supporting organizational strategy, building long-term customer value, while navigating organizational buying behavior. Topics include strategy alignment, selling techniques, developing sales objectives, sales force structure, territory design, forecasting, performance measurement, technology-enabled sales effectiveness, and compensation design. The course also emphasizes recruiting, training, motivating, and retaining sales professionals, along with ethical leadership and decision making.