GBA 6340 - Sales Productivity (3)

Analytical and descriptive overview of successful productivity theory models used in contemporary business-to-business selling and sales management. Analysis of the field sales manager as a professional marketing tactician in a marketing-oriented firm. Description and analysis of successful productivity models for business-to- business selling and sales management. Emphasis applied approaches to effectively managing a field sales force.

Component(s): Lecture
Grading Basis: Graded Only
Repeat for Credit: May be taken only once