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The goal of the Sales Management course is to examine the
elements of an effective sales force as a key component
of the organization's total marketing effort. The course
will extend student’s understanding of marketing's
reach and potential impact in achieving its overarching
goals. Course objectives include understanding the sales
process, the relationship between sales and marketing,
sales force structure, customer relationship management
(CRM), use of technology to improve sales force
effectiveness, and issues in recruiting, selecting,
training, motivating, compensating and
retaining sales people.
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