MARK 4308. MANAGEMENT AND LEADERSHIP OF THE SALES FORCE. 3 Hours.
This course covers topics ranging from strategic solutions to tactical sales. It focuses on sales management and leadership targeted toward implementation of complex sales solutions. The course concerns sales managers' roles of planning and executing go-to-market strategy. Hiring, motivation, decision-making, conflict/negotiation strategies, coaching, ethical decision making, and retaining a high-performance team are examined in an interpersonal context with a focus on expanding and retaining long-term profitable customer relations as vital to the impact on firm performance. Prerequisites: MARK 3322 with a grade of C or better.