MK 345T - Sales Management

(3 units)

Strategies, techniques, organization, and administration of the sales department are studied. The theory and practice of sales organization and the role of the sales department in the business enterprise is analyzed in detail; emphasis is placed on job analysis and on the recruitment, selection, training, compensation, evaluation and control of salesmen. Students engage in an application of decision-making to assess their managerial choices.
Prerequisites: MK 341T