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The student will be exposed to current research findings in sales management and to business cases and simulations where sales management theories and concepts will be applied. This course will prepare students to develop and implement specific compensation, motivation, and evaluation strategies for managing sales professionals across a wide variety of organizations. (Cross-listed with MKT 4320.)

Prerequisite(s): Admission to Graduate College, MBA Program or by permission of the instructor. Not open to non-degree graduate students.