MAR-322 - SALES MANAGEMENT This test covers the role of...

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SALES MANAGEMENT This test covers the role of sales management in marketing. Topics include: principles and practices in planning, organizing, and controlling the sales force; selection, training, compensating, supervising, and motivating salespeople. (3 s.h.) MAR-322-TE This is a two-hour examination in which you must answer 100 multiple-choice questions worth 1 point each. A passing score is 60 out of 100 points. Here are the topics covered and their approximate importance on the test: I. SALES MANAGEMENT AND THE SALES MANAGEMENT PROCESS (5 - 10%) II. LEADERSHIP AND SUPERVISION (10%) III. ORGANIZING SELLING ACTIVITIES (5%) IV. MARKETING STRATEGY AND THE SALES FUNCTION (10%) V. SOCIAL, LEGAL AND ETHICAL ASPECTS OF SELLING (5%) VI. PERSONAL SELLING AND THE SALES FUNCTION (10%) VII. TERRITORY DESIGN AND SALES FORCE DEPLOYMENT (5%) VIII. SALES FORECASTS, BUDGETS AND AUDITS (10%) IX. RECRUITING, SELECTING AND PLACING SALES PERSONNEL (10%) X. SALES TRAINING AND DEVELOPMENT (5 - 10%) XI. MOTIVATING SALES PERSONNEL (5%) XII. COMPENSATING SALES PERSONNEL (5%) XIII. EVALUATING ORGANIZATIONAL EFFECTIVENESS: SALES AND COST ANALYSIS
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This note was uploaded on 01/13/2011 for the course MRKT 2347 taught by Professor Khan during the Spring '10 term at Institute of Business Administration.

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MAR-322 - SALES MANAGEMENT This test covers the role of...

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