MARK 420 - Sales Leadership (3)

Examines sales leadership from both an institutional and a motivational perspective. Course goal is to examine the elements of operating an effective sales force as the key component to organizational success. Course will focus on ways to achieve organizational goals and have a positive influence on shareholder return. Objectives include relationship management as a key account control, sales force structure, the use of technology to improve sales force effectiveness, and soft skills such as recruiting, developing, retaining, organizing, and motivating talent. Prereq: MARK 311. Offered: Spring.

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