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MARK 33

The purpose of this course is to develop students' understanding of the principles and skills of sales strategy setting, sales management and strategic account management. The course explores the the selling process and the actual personal and customer problems encountered by the sales manager and salesperson in multi-buyer complex sales environments. Topics ranging sales strategy to B2B lead generation to quota setting to negotiations and  territory and time management are among many critical areas examined. Emphasis throughout the course is placed on developing within students the ability and confidence to communicate effectively and persuasively.