MARK 4250: Professional Salesforce Management

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Course Format Lecture 4.0 h + Seminar 0.0 h + Lab. 0.0 h
Credits 3.0

Course Description

This course examines the roles and responsibilities of a sales manager and the management of the sales force. Students will be introduced to the concept of personnel management as it applies to the management of the sales force. The course develops sales skills in goal setting, prioritizing and managing time and teaches techniques and strategies for successful sales negotiations: active-listening skills, questioning skills, "thinking on your feet", negotiating skills and presentation skills applicable in the domestic market and in different cultural situations. The course content is covered through case studies, lectures, discussions, role playing and research.

Students will receive credit for only one of MARK 2418 or 4250.

Prerequisite(s): Completion of a minimum of 54 credits including a minimum "C" grade in CMNS 2228, MARK 1115, and six credits of university-transferable English or communications.

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