BC 402: Managing the Sales Force

Overview

Sales is the lifeblood of any organization. Without sales, there is no revenue, no profits, and ultimately no way to sustain an organization. Students will be exposed to core sales principles, and gain a further understanding of managerial roles, duties and tasks. Ethics and the retention/development of staff will be special focuses throughout the class.

Learning Outcomes

Upon successful completion of this course, students will be able to:

• Explain the role of sales in an organization.
• Describe the sales process.
• Perform basic managerial duties of a sales organization including hiring, training, territory design/management, performance evaluations, and motivation.
• Establish ethical sales and service guidelines and policies.
• Explain the connection between sales, marketing, customer service and operations.
• Describe the various roles in a sales organization, their relevance and importance.
• Demonstrate an understanding of financial competency and awareness through forecasting, budgeting, volume, and profitability.

Required Texts
BC 402 texts are available from the JIU/MBS bookstore