Top/Sales Mgt in Changing Wrld
Credits: 4.0
Term: Spring 2024 - Full Term (01/23/2024 - 05/06/2024)
Grade Mode: Letter Grading
Term: Spring 2024 - Full Term (01/23/2024 - 05/06/2024)
Grade Mode: Letter Grading
Class Size:
30
CRN: 54863
CRN: 54863
Special topics covering a variety of marketing principles, topics vary by semester.
Registration Approval Required. Contact Instructor or Academic Department for permission then register through Webcat.
Prerequisite(s): MKTG 550 with minimum grade of C- or MKTG 530 with minimum grade of C- or ADMN 585 with minimum grade of C-
Repeat Rule: May be repeated for a maximum of 12 credits.
Only listed campus in section: Durham
Only listed classes in section: Junior, Senior
Instructors: Cinthia Satornino
Times & Locations
| Start Date | End Date | Days | Time | Location |
|---|---|---|---|---|
| 1/23/2024 | 5/6/2024 | TR | 3:40pm - 5:00pm | PCBE G59 |
Additional Course Details:
In this course, students will learn about the role of the salesforce and sales management in an organization, how sales and marketing are related, the significance of customer relationship management, the importance of technology and analytics to improve salesforce effectiveness, and best practices in sales management (sales leadership and culture, talent management, and sales process). The course will be guided by responsible management principles, including, but not limited to, ethics, inclusion, and stakeholder engagement.
Booklist
1. Required text: Sales Management that Works: How to Sell in a World that Never Stops Changing, by Frank V. Cespedes, Harvard Business Review (hardcover $20-25 as of 10/2023, also available as an audiobook or e-book).
2. Required Case CoursePack: Please purchase your Case Coursepack from Harvard Business Publishing. Prices range from ($25-$30 in a semester, as of 10/2023).
3. Additional Assigned Reading provided by professor.