Nov 22, 2024
OHIO University Undergraduate Catalog 2024-25
MKT 4580 - Sales Management
Principles and practices in planning, organizing, and controlling sales force. Selection, training, compensating, supervising, and stimulating salespeople. Analysis of sales potentials and costs.
Requisites: MKT 3580
Credit Hours: 3
Repeat/Retake Information: May be retaken two times excluding withdrawals, but only last course taken counts.
Lecture/Lab Hours: 3.0 lecture
Grades: Eligible Grades: A-F,WP,WF,WN,FN,AU,I
Learning Outcomes:
- Students will be able to identify the role of sales management in an organization¿s strategy.
- Students will be able to evaluate an organization’s business cycle and connect its cycle to the design of a sales structure.
- Students will be able to describe and apply the principles used to determine sales compensation.
- Students will be able to evaluate salesperson performance based on evaluation criteria.
- Students will be able to develop a sales strategy for an organization.
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