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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 salespeople.
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