Sales Leadership & Management

This course introduces Sales and sales process along with a strategic and consultative sales model to develop and manage customer relationships effectively as they relate to Business-to-Business (B2B) environments. Students will study current sales management issues such as territory and time management, sales compensation and incentive systems, prospecting and qualifying sales leads and sales training methods. Learning will be derived from in-class lectures, in-class activities, group presentations, role playing, learning objects and online assignments. Students will learn to use techniques specific to B2B sales management to deliver realistic sales presentations. Student work will culminate in a presentation and report delivered to the professor.

Note: Check with the institution regarding start/end dates, prices, and delivery method. These may vary according to program, section, and/or semester.