Nearly every firm needs a physical saleforce to sell its goods or services. The course teaches you how to set up and run a salesforce. Things we discuss include issues of salesforce size, sales territory design, sales forecasting, selecting salespeople, motivating the salesforce, and compensating the salesforce. A major component of the course is to develop a complete saleforce plan for a firm from scratch.
The course consists of case discussions, lectures and in-class exercises. The in-class exercises are important and are very useful since Sales Management is much easier to understand than to practice.
Students are evaluated on class participation, individual take-home exercises, a group project (designing a sales organization structure), and a group sales presentation.
Class Participation and Homework
Students are expected to participate in case analyses, in-class exercises, and discussion of topics raised in class. A few in-class exercises require some work to be done before class. These in-class exercises do not have to be handed in.
Prerequisite: Marketing Core Course M501 or 503