This course outline is currently unavailable. Please visit our archives to view previous course outlines.
A sales force is an integral part of a firm’s total marketing effort. To be effective, salespeople must manage relationships with internal and external customers, relay timely and relevant information between company and customer, and create value. This course builds on knowledge of basic marketing concepts, to provide students with an understanding of the organisation, planning and measurement of a company’s selling efforts in B2C and B2B contexts