Jun 06, 2023  
2018 - 2019 Saint Joseph’s College Online Catalog 
2018 - 2019 Saint Joseph’s College Online Catalog [Archived Catalog]

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SA 304 - Sales Management

This course consists of a study of sales management competencies, including how to effectively manage a field sales force with an emphasis on structural planning and operational control over recruitment, training, retention, supervision, motivation, compensation and performance evaluation of sales personnel. 

Prerequisites & Notes
MK 201

Assignment Overview
  • Assignments:  5 Units
  • Interactivity: Discussion Boards
  • Final Assessment: Final Paper

Course Learning Objectives
Upon completion of this course, you should be able to do the following: 

  • Comprehend and accurately describe the roles of sales management and sales managers.
  • Understand the importance of culture to selling.
  • Recognize key leadership traits necessary for strong sales management performance.
  • Outline a sales process and articulate its role in selling.
  • Develop a plan for recruiting a sales team.
  • Accurately portray the role of a professional sales manager on a high-performance sales team.
  • Create and use accurate metrics for evaluating sales performance.
  • Select appropriate methods for corrective action for an under performing sales organization.
  • Describe the impact of automation on the selling process.
  • Articulate the impact of mobile technology on the selling organization.


Credits: 3

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