2017-2018 Graduate Catalog

MARK 70700 Sales Strategy and Organization

1.5 credit hours. Prerequisite: MARK 60010 or 60011, or permission of department chair. Students are introduced to issues in planning and organizing a sales force. Planning the sales force involves integrating sales strategy with overall promotion and marketing strategy, developing appropriate implementation methods, and developing proper control mechanisms. Organizing a sales force includes developing a selling mix and managing human and capital resources.