CDL COURSE ENTRY FORM


Author: Laura Wait/SUNY
Last modified by: Stephanie Thomas/SUNY
Composed: 01/20/2009 11:03 AM
Curriculum Committee Approval Date:
Modified: 01/06/2016
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Course Number: (prefix) BME (number) 214834 ESC 2.0 Course number: MRKT-4045 MRKT-4045Sales Management

Name: Sales Management
Datatel Title: (30char) Sales Management

Area Coordinator: Valeri Chukhlomin Department Code: 10BF Team: BME

Liberal Study? NO Level: UPPER Credits: 4 Prerequisite? YES
General Education Course? NO GenEd Approval Term/Year:

GenEd Area 1: Fully or Partially:
GenEd Area 2: Fully or Partially:



Pre-registration Information?
Course will be offered (for online course descriptions, proposed offerings for by term views and web views)
Spring 1, Spring 2, Summer, Fall 1, Fall 2		Course will be offered (for final term listings, online registration, online bookordering, web views)
Spring 1, Spring 2, Summer, Fall 1, Fall 2
First Term Offered: 2009FA (Required Format: YearTerm - i.e., 2005SP)
Last Term Offered in Print Version:
Title Changes:
AC Changes:
BK Number:

Description: Sales managers and sales personnel in the 21st century are as much consultants as they are sales representatives and their roles are expanding. Learn how this new breed manages a sales force, solves customer problems, engages in consultative relationships, operates in selling teams, gathers research information, advises marketing, and, by the way, sells a product or service. This course provides students with comprehensive information of the five critical stages in the sales management process, including Sales Force Management; Organizing, Staffing, and Training; Sales Force Operations; Sales Planning; Evaluating Sales Performance. Because technology has become a major force in management, the course also offers extensive discussions on customer relationship management systems, the Internet, virtual offices, Web-based recruiting, instant messaging, and virtual presentations.

This course will be of interest for students pursuing degrees in the BME areas of marketing, management, and business administration. It is ideal for students who plan to enter the field of service (or product) marketing where selling and sales management are interwoven functions of marketing efforts. For those students who are pursuing a concentration in marketing, it also can meet their needs as a capstone course.

Prerequisites: A previous study (or equivalent knowledge) in Principles of Marketing or Principles of Management are highly recommended.

Generic:



Major Course Area
Business Management and Economics		Minor Course Area
Business (General), Management, Marketing		SLN Disciplines
Management
Additional Course Requirements
 Undergrad Certificate Association:


11




Required Booknote:

Optional Booknote:


Archive Course:

genedcode for dpplanner:

genedfull area for dpplanner: