BUS 366 - Sales Management

This course will introduce students to sales management and the role, necessary skills, and the objectives of successful sales management. Students will also explore team characteristics through the understanding of the influence of team personalities, communicating to different personalities, motivating different personalities, and the development life cycle of team development. Setting goals and objectives will also be addressed with various experiential activities such as setting daily/weekly/monthly targets and objectives. Coaching and feedback will be addressed by understanding how coaching helps maintain and improve performance. Finally, how to deal with underperforming sales team members, proactively identifying potential drops in performance, effective under performance discussions, setting targets for improvement, and using personal improvement plans.

Prerequisite(s): BUS 260 (C- or higher), junior standing. Majors in the fall 2020 or later catalog must complete the pre-bus core with a min. of a C- or higher before taking any 300/400 Business course. See enrollment policy for eligibility or contact the School of Business.
Co-requisite(s):
Credits: 3

Course Typically Offered: Spring
Course Type: Business