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MKT320 - Sales Marketing

Course Description

This course focuses on the activities and problems of first line sales managers. Subjects include organizing the sales force, recruiting, training, personal selling, compensating and motivating the sales force, forecasting, territory design, evaluation, and control of sales force. However, elements of personal selling will be addressed first so that students will know the basics of professional sales presentation. Role playing of a sales presentation will be a course requirement.  


Semester Instructor(s)
MKT320 - Fall 2006/2007
  • Dr. Obaid Al-Shuridah
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