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Account Management and Leadership

Course Code MKTG-754
Lecture hours per week 3
Lab hours per week 0
Course Availability: Open

This course provides an introduction to Sales Management. It provides the opportunity for participants to learn and practice sales management skills. It also focuses on optimizing the techniques, processes and technology that are used by Sales Representatives to manage a Sales Territory, and by Sales Managers who manage a Sales Force. Role playing and case examples will be emphasized, in addition to readings and group discussions. Each participant will be responsible for practicing and applying the theories and concepts to demonstrate an understanding of the sales process and management of same and how these impact on the success of the organization.

Course Outline