Course

Course Summary
Credit Type:
Course
ACE ID:
UOPX-0068
Organization's ID:
MKT 469
Organization:
University of Phoenix
Location:
Classroom-based
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Marketing
Description

Objective:

To introduce students to the complex and demanding responsibilities of sales management including managing the sales force, forecasting, understanding customer expectations and buyer behavior, gathering feedback, communicating, and relating sales goals to marketing goals.

Learning Outcomes:

  • Illustrate the role of personal selling in encouraging purchases
  • Identify the buying influence of buying-center employees
  • Calculate the cost per sales call and determine break-even sales volume
  • Discuss the relationship of sales management to other marketing activities
  • Explain the basic selling approaches and the skills utilized
  • Explain the principles of sales organization and specialization
  • Calculate naive, moving average, and exponential smoothing forecasts
  • Identify the hiring cri
Instruction & Assessment

Instructional Strategies:

  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures
Supplemental Materials