Sales and Retail Operations

Course Code: MKTG 3504

Academic Year: 2020-2021

This course will provide the students with tools and skills for the role of an effective sales manager in an increasingly hyper-competitive economy by integrating current technology, market research, and strategic planning activities. Topics include the role of the sales manager; buying and selling processes; customer relationship management; organizing the sales force; sales forecasting and budgeting; selecting, training, compensating, and motivating the salesperson; and evaluating salesperson performance