BMGT455

Prerequisite: BMGT350. The roles of the sales executive as a planner, manager of resources and marketing functions and recruiter, trainer, motivator and leader of field sales personnel. Techniques and sequence of problem analysis for selling and sales management decisions and to the practical framework in which these decisions take place. Teaching vehicles feature strong classroom interactions, cases, journal articles, research findings, guest sales managers, debates, and modern company practices. Restricted to Senior BMGT-Shady Grove cohort students majoring in Marketing. Other students may request enrollment on a space available basis. UMCP undergraduate students are not eligible to enroll at Shady Grove.