BUSN1091 Sales Management
This course covers the role of sales management in today’s business environment with emphasis on how sales impacts the organization’s achievement of its strategic plan. The steps in the sales management process and the elements of a successful sales strategy will be covered. Strategies to recruit and retain the needed staff in a sales organization will be emphasized.
Prerequisite
Qualifying score on reading assessment test OR
ENGL0921 and Recommended: Qualifying score on writing assessment test OR
ENGL0930
Course Requirements and Evaluation
Refer to Course Syllabus for detailed information regarding the requirements and evaluation standards for this course. The Course Syllabus will be distributed the first week of the course.
Learning Outcomes
The following outcomes will be addressed in the course:
Define Sales Management in today’s business environment
Describe the impact of sales in the organization’s achievement of its strategic plan
Describe the importance of effective sales management in competitive business environments
Describe the global, political, environmental, technical, economic, and legal environments that impact the organization’s management of its sales strategy
Identify the steps in the sales management process
Describe the sales process, including prospecting, preparation, approach, presentation, objection handling, closing, and follow-up, and the role sales management has in this process
Describe the elements of a successful sales strategy
Describe the profile of the successful salesperson, and the recruiting and retention strategies needed to staff the sales organization
Describe motivational approaches and incentives for improving salesperson performance
Describe the role of technology in forecasting, tracking, and managing an effective sales program
Text and References
A list of textbooks required for this course is available at the
campus store and in eServices.
Course Scheduling
The scheduled hours of instruction include sixteen hours for each lecture credit, thirty two hours for each lab credit and forty hours for each credit of supervised occupational experience (SOE). Lecture credit may include formal or impromptu lectures, demonstrations or discussions with the entire class or with small groups or individuals. Refer to the Credit Details section of this course outline for the credit breakdown.
Accommodations Statement
Access Services - Reasonable accommodations are available to qualified students with documented disabilities. Upon attending an intake meeting with Access Services, qualified students will receive a letter listing the approved accommodations that they may provide to their instructors. If you have a documented disability that may require accommodations, contact HTC Access Services at
AccessServices@hennepintech.edu or
https://hennepintech.edu/current-students/access-services/index.html.
Campus
Brooklyn Park Campus and Eden Prairie Campus: 952-995-1300
Credit Details