Mktg 514 Selling and Sales Leadership

Students will study selling as a key component of an organization's overall marketing effort. Specific topics will include the sales process, the crucial role of the sales leader, the relationship of sales and marketing, working with channel partners and key issues in recruiting, training, motivating and compensating a sales force. We will focus on business-to-business selling but much of what we learn could be applied to a business-to-business-to-consumer sales environment.