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ADV 320 ONL - Sales Management

Campus: Urbana-Champaign


This course addresses conceptual and methodological issues related to the management of sales within organizations. Responsibilities, function and skills necessary to be an effective sales manager are covered, including an evaluation of sales organization structures, recruiting, selecting, testing, and training of salespeople. Related topics include compensation plans, controlling expenses, sales forecasting/projections, routing, quotas, ethics and motivation. It will consist of lectures, role playing exercises, and also may include guest lectures from industry leaders/alumni with experience in sales management. Course Information: Prerequisite: ADV 270 (Principles of Sales).

Special Instructions:

ADV 270 is *not* required for this course. For questions, please contact the instructor at dclifton@illinois.edu. This course is taught asynchronously. Please note, Credit will not be given for students who took MDIA 320 in a previous semester.

Option 1

Number of Required Visit(s): 0

Course Level: Undergraduate

Credit: 3

Term(s): Fall


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