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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
F 2012 Management of a Sales Force 0-07-352977-X Spiro, Rosann / Stan 12TH 08 Richard D. Irwin, Inc.
F 2011 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCG
F 2010 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCG
F 2009 MANAGEMENT OF THE SALES F 0-07-352977-X SPIRO 12 MCGRAW-HILL PUBLISHING
F 2008 FUNDAMENTALS OF SELLING 0-07-340469-1 FUTRELL 10 MCGRAW-HILL PUBLISHING
F 2007 FUNDAMENTALS OF SELLING FUTRELL 1 MCG
F 2005 FUNDAMENTALS OF SELLING-W/CD FUTRELL 9TH 06
F 2003 Fundamentals of Selling w/CD 0072930217 Futrell McGraw
F 2002 FUNDAMENTALS OF SELLING-TEXT ONLY 0072398868 FUTRELL 7 MCG
F 2001 Fundamentals Of Selling-Text Only 0-070239886-8 Futrell 7th MCG
F 2000 Fundamentals of Selling (w/CD) 0-07-228996-1 Futrell 6 MCG
F 1999 Sales & Sales Management 0-13-606161-3 Jackson PH
Thomas College. Beyond Education.