BA 314 - Sales and Sales Management

4.00 credits.

An introduction to the principles of salesmanship as practiced in the modern business organization and an examination of the role of the sales manager in organizing and directing a sales force. Topics include the relationship-selling process, developing and making a sales presentation, use of contact management software, and principles of sales management (including recruiting, territory allocation, client contact management, and compensation). *Prerequisite(s): BA 215.