This course examines the roles and responsibilities of a sales manager and the management of the sales force. Students will be introduced to the concept of personnel management as it applies to the management of the sales force. The course develops sales skills in goal setting, prioritizing and managing time and teaches techniques and strategies for successful sales negotiations: active-listening skills, questioning skills, "thinking on your feet", negotiating skills and presentation skills applicable in the domestic market and in different cultural situations. The course content is covered through case studies, lectures, discussions, role playing and research.
Students will receive credit for only one of MARK 2418 or 4250.
Prerequisite(s): Completion of a minimum of 54 credits including a minimum "C" grade in CMNS 2228, MARK 1115, and six credits of university-transferable English or communications.
Credits:
3.0
Additional Fees:
$16.55
Repeat Limit:
2
Lecture Hours:
4.0
Seminar Hours:
0.0
Lab Hours:
0.0
Offered online:
False
Course outline(s):
None
| 2AR | 2SC | HUM | LSC | SCI | SOC | UT |
|---|---|---|---|---|---|---|
| False | False | False | False | False | False | True |
| Course | Destination | Credit | Start/End |
|---|---|---|---|
| MARK 4250 | DOUG | DOUG MARK 4410 (3) | 20060901 to Present |
| MARK 4250 | KPU | KPU MRKT 1XXX (3) | 20060901 to Present |
| MARK 4250 | SFU | SFU BUS 1XX (3) | 20060901 to Present |
| MARK 4250 | TRU | TRU MKTG 4400 (3) | 20100901 to Present |
| MARK 4250 | UVIC | UVIC COM 2XX (1.5) | 20060901 to Present |
| Course | Destination | Credit | Start/End |
|---|---|---|---|
| MARK 4250 | TRU | TRU MKTG 240 (3) | 20060901 to 20100831 |
| Semester | CRN | Section | Seats | Waitlist | Days | Time | Room | Type | Instructor |
|---|---|---|---|---|---|---|---|---|---|
| 2024 30 | 30417 | 001 | 33 | N/A | ---R--- | 1830-2120 | B251 | Lecture | Donald Hill |
| Semester | Seats | Waitlist | Days | Time | Room | Type | Instructor |
|---|---|---|---|---|---|---|---|
| 2012 30 | 12 | N/A | M------ | 1830-2120 | B146 | Lecture | Donald Hill |
| -T----- | 1830-2125 | B147 | Exam | Donald Hill | |||
| 2011 30 | 17 | N/A | M------ | 1830-2120 | B246 | Lecture | Donald Hill |
| ---R--- | 1830-2025 | B246 | Exam | Donald Hill | |||
| 2010 20 | 12 | N/A | M-W---- | 1830-2120 | B252 | Lecture | Donald Hill |
| 2009 30 | Cancel | N/A | M------ | 1830-2120 | Lecture | ||
| 2008 30 | 29 | N/A | M------ | 1830-2125 | B254 | Lecture | Donald Hill |
| 2007 30 | Cancel | N/A | ---R--- | 1830-2125 | Lecture | ||
| 2006 30 | 26 | N/A | -T-R--- | 1430-1625 | B253 | Lecture | Donald Hill |