AP/ADMS 4200 3.00 Personal Selling and Sales Force Management
This course introduces students to the essential concepts and practices of personal selling and sales management. It places special emphasis on the role and activities of the sales representatives, the formulation and implementation of a strategic sales program, and the motivation, control, and evaluations of sales performance. The course is taught using a mix of lectures, case discussions, role-plays, class presentations, a major project and guest speakers.
Prerequisites: 1) For students in an Honours program, 72 credits including AP/ADMS 2200 3.00, or 2) other students, a grade of C+ or better in AP/ADMS 2200 3.00. Course credit exclusions: None.