Thomas College

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Number:MK230
Name:Sales and Sales Management
Description:This course is designed to assist the student in developing an understanding of professional selling and sales management. Some of the topics include the selling process; managing the sales force; and recruiting, selecting, training, and motivating salespeople. Role-playing, sales presentations, and guest speakers are incorporated.
Credit(s):3
Offered (DAY schedule):Every fall semester
Instructor Permission Required:N
Pre-Requisite(s): MK116

Course Objectives

After completing this course, students will be able to: Discuss the history, career, rewards, and duties of the professional salesperson; Discuss the importance of the sales function to the organization?s success; Determine the social, ethical, and legal issues in selling; Acquire the necessary information that salespeople use to develop their sales presentations; Execute the selling process from prospecting to follow-up; Apply selling strategies, practices, and techniques; Explain how to properly manage a sales territory; Discuss the importance of building long-term relationships with customers; Explain how to manage salespeople;

Books Previously Used in this Course

Term Year Title ISBN Author Edition Publisher Instructor New Used Rental eBook
S 2017 SALES MANAGEMENT 9780765644510 INGRAM 9TH 15 TAYLOR Leland $0 $70 $0
S 2017 SALES MANAGEMENT 9780765644510 INGRAM 9TH 15 TAYLOR Leland $0 $70 $0
S 2016 SALES MANAGEMENT 9780765644510 INGRAM 9TH 15 TAYLOR Leland $88 $0 $0
F 2015 SELL 3:STUDENT ED.-W/ACCESS 9781133188322 INGRAM 3RD 13 CENGAGE L Leland $0 $63 $0
F 2014 CASE STUDY HANDBOOK 9781422101582 ELLET 7 Leland $0 $21 $0
F 2014 ADVANCED SALES MANAGEMENT 9780415886529 ORR 11 Leland $80 $0 $0
F 2014 Advanced Sales Management Handbook and Cases 9781136647017 Linda M Orr Leland $37 $0 $0
F 2013 SELL 3:STUDENT ED.-W/ACCESS 9781133188322 INGRAM 3RD 13 Leland $0 $0 $0
F 2012 Management of a Sales Force 978-0-07-352977-6 Spiro, Rosann / Stan 12TH 08 Richard D. Irwin, Inc. Leland $213 $160 $0
F 2011 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCG Libby $207 $156
F 2011 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCG Libby $207 $156
F 2010 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCG Libby $183 $137
F 2009 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCGRAW-HILL PUBLISHING Libby $183 $137
F 2008 FUNDAMENTALS OF SELLING 0-07-340469-1 FUTRELL 10 MCGRAW-HILL PUBLISHING Tibbetts $173 $119
F 2007 FUNDAMENTALS OF SELLING FUTRELL 1 MCG Tibbetts $160 $120
F 2005 FUNDAMENTALS OF SELLING-W/CD FUTRELL 9TH 06 Meader $137 $103
F 2003 Fundamentals of Selling w/CD 0072930217 Futrell McGraw Meader $0 $0
F 2002 FUNDAMENTALS OF SELLING-TEXT ONLY 0072398868 FUTRELL 7 MCG Meader $109 $82
F 2001 Fundamentals Of Selling-Text Only 0-070239886-8 Futrell 7th MCG Meader $98 $74
F 2000 Fundamentals of Selling (w/CD) 0-07-228996-1 Futrell 6 MCG Meader $92 $0
F 1999 Sales & Sales Management 0-13-606161-3 Jackson PH Meader $84 $0