Xerox will also provide the use of laptop computers and sales-tracking software to introduce students to sales automation. This course focuses on developing an understanding and ability to practice basic sales management. Topics covered include sales force productivity, selection and training of salespeople, sales compensation and motivation, establishing sales territories and control. Salespeople must interface with both the customer and the selling firm. By the nature of their visibility, customers view the salesperson as being synonymous with the firm.
Salespeople operate with little or no direct supervision and individual performance is emphasized.
Due to the nature of their task, salespeople require special leadership, motivation and management. Therefore, this course will focus on sales management techniques. Principles, issues, and practices of marketing to both consumers and businesses in the domestic and global economies. 301, ECON 235. Permission of instructor.