5871 Leading the Sales Function

5871 Leading the Sales Function

(3 semester hours credit)

Leading the revenue generation effort is key to an organization’s success and a principle concern of sales force leaders and the senior executives to whom they report. This course covers the business processes of planning, developing and implementing the company’s strategic sales plan, relating it to the overall marketing strategy and reviewing and evaluating sales force performance. Students learn the basics of the selling process and territory management, as well as how to prepare forecasts and structure and deploy the sales force to achieve them. They are introduced to the challenges associated with recruiting, selecting, training, motivating, coaching, evaluating, rewarding, and retaining qualified sales people. The course also exposes students to the many legal and ethical concerns unique to the sales function such as team dynamics and the special mentoring relationships that develop between sales team members and their leaders.

Required Prerequisite: 5210