Description
This course teaches students the consultative selling process and the utilization of various data sources to effectively: anticipate and meet customer/client needs; grow customer/client revenue/category share; deploy selling strategies across geographic/customer bases; as well as design and implement an internal sales force strategy. Topics include: the personal consultative selling process; sales management techniques for identifying recruiting and training sales personnel; monitoring/controlling sales efforts; and budgeting and forecasting specific sales volumes. In addition, territory decisions, compensation plans, and motivational techniques are also discussed. Prerequisite(s): MKT 240