BUSA 4250 Sales Management and Personal Selling

This course will focus on personal selling and its management in the context of the organization's marketing strategy. The sales process, cost control, performance appraisal, recruitment, motivation and compensation will be explored as well as other management issues. Students will be required to make sales presentations on videotape for analysis.

Credits

3

Prerequisite

BUSA 3200

Typically Offered

Athens Campus: TBA — Demorest Campus: spring day

Student Learning Outcomes

At the successful completion of this course, students will be able to:

1. Demonstrate understanding of the personal selling process and techniques.
2. Demonstrate understanding of the relationship of sales management concepts and practices to the marketing mix of an organization.
3. Demonstrate understanding of the relationship of sales management concepts and practices to corporate and business level strategy.
4. Demonstrate critical and analytical thinking skills to solving sales challenges and problems.
5. Demonstrate the ability to formulate functional level personal selling and sales management strategies to complement and support corporate and business level strategy.