Prerequisite: 16:261. This course will focus on the full range and complexity of activities salespeople engage in and on the process and the decisions involved in managing these activities. This will essentially be a case study course. From the text materials, case studies, lectures, workshops, field projects and guest speakers, you will develop an understanding of the background theory and conceptual framework useful in working with sales management problems with a special focus on how the concepts are applied using case examples. We will cover sales force management, organizing, staffing and training, directing sales force operations, planning, and evaluating performance. Sessions on selling skills and how training is implemented will be included. The total emphasis will be on being as practical as possible so many real-life examples will be used.

3 lecture hours per week, one term.