MKTG 703 - Sales Management and Forecasting

      
Management of selling activities and the outside sales force as one major phase of marketing management is emphasized. Includes discussion of the administrative activities of sales force managers from the district manager up to the top-level sales force executive in the firm. Organization of the sales department, operating the sales force, planning sales force activities, and analysis and control of sales operations are covered. Major emphasis is given to determining market and sales potentials, forecasting sales, preparing sales budgets, and establishing territories and quotas. Cases will be used to stress practical applications.