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SM 444

Course Info

Course Name
Sales Management in the Sport Industry
Credit Hours
3
Term
Fall
Winter
Instructor
Wade
RO Name
Sales Mng in Spt Ind
Level
Undergraduate
Description

This course is designed to provide students with the theory, the conceptual framework and the managerial practices associated with sales management in the sport industry. Course covers (a) strategic sales force management, (b) the personal selling process - relationship selling process, prospecting, planning the sales call, and successful sales presentation methods, (c) the organizing, staffing and training of the sales force, and (d) sales force operations.

This elective is specific to the SM Marketing & Management Path (Path 1). All students must take at least three credits that are specific to their undeclared track."

Prerequisites
SM 246/346; SM Level II.
Component
LEC
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School of Kinesiology
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Ann Arbor, MI 48109-1048
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