MKTG-4454: Sales Force Management
Description: Integration of behavioral research to provide an understanding of the role of the salesperson within the sales organization and in relation to the buyers. Personal selling examines the dyadic interaction between buyer and seller. Managing the sales force covers planning, organizing, directing, and controlling the activities of the sales personnel. Junior standing required.
Pathways: N/A
Course Hours: 3 credits
Corequisites: N/A
Crosslist: N/A
Repeatability: N/A
Sections Taught: 23
Average GPA: 3.58 (A-)
Strict A Rate (No A-) : 47.25%
Average Withdrawal Rate: 0.14%
| Brian K Collins | 2024 | 72.4% | 24.5% | 2.8% | 0.0% | 0.1% | 0.2% | 3.65 | 18 |
| Richard E Buehrer | 2014 | 30.7% | 55.1% | 12.9% | 0.0% | 1.3% | 0.0% | 3.28 | 4 |
| Thomas W Reilly | 2017 | 56.7% | 43.3% | 0.0% | 0.0% | 0.0% | 0.0% | 3.54 | 1 |