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University of Tennessee, Knoxville    
 
    
 
  Feb 24, 2018
 
2015-2016 Undergraduate Catalog [ARCHIVED CATALOG]

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MARK 468 - Sales Force Management

3 Credit Hours
This course examines how organizations communicate value to customers through the management of a professional sales force. It focuses on the activities and problems of sales force management and first line sales managers. Topics include sales force organization, recruiting, motivating, forecasting, territory design, and evaluation.

(RE) Prerequisite(s): 350 and 360 with grades of C or better.
Registration Restriction(s): Majors in the Haslam College of Business.



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