MG 5360 - Strategic Sales Management

This course provides students with the tools to develop, implement, and analyze a strategic sales plan. Students will learn how to recognize the strengths and weaknesses of forecasting techniques as well as how to hire and incent a sales force to achieve sales goals. Emphasis will be placed on identification of potential customers and the strategic allocation of resources to effectively reach those customers. Students will review Customer Relationship Management (CRM) Software as well as successful tools for sales negotiations. Eligible students can use the knowledge gained in this course to sit for the Certified Sales Executive exam. (4 credits)