One out of every nine people who are fully employed in the United States is a salesperson. About $1 trillion is spent every year on this critical marketing investment. Salespeople have been known to out-earn their managers and even the CEO. Why? Because they drive the top line. Every senior management team must deliver its revenue and profit numbers. The team looks to its sales forces to help it achieve this objective. This course discusses the strategic and tactical aspects of sales force management. It is appropriate for students who are interested in careers in sales management or who will work for companies whose revenues and profits depend on a productive sales force.
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