The objective of the course is to develop understanding and decision-making skills in the building and maintenance of an effective sales organization. Materials are organized around three sections of approximately equal duration: (a) The Salesman: (b) The Field Manager: (c) The Sales Executive. Case materials covering industrial and consumer sales organizations are supplemented in the classroom by appropriate readings and films. Antirequisite(s): Prerequisite(s): Corequisite(s): Pre-or Corequisite(s): Extra Information: 3 hours, 0.5 course. back to top
