MSM 682 Sales Force Management
Sales Force Management is the building of relationships with customers through the effective management of a sales team. In this course, you will explore the characteristics of exceptional sales managers and how to plan, organize, lead and evaluate a sales team. The role and function of the sales manager will be examined including sales force size and organization, hiring, training, and compensation. We will review proven strategies and techniques to address the most urgent and important issues facing you and your peers. You will develop the skills you need to draw out the strengths of your sales team to drive revenue. You will learn to improve your personal leadership coaching, to train your direct reports, and to create a championship culture.
Prerequisite
Open to Master of Science in Management students in the School of Business & Economics; other students must secure department permission to enroll