Sales Management & Growth Marketing

This course will help the student understand and apply the principles of sales management and growth marketing tactics. The course will first include a thorough understanding of the actual selling function. Topics that will be discussed include locating and qualifying your customer, how to make effective sales presentations, and how to handle objections and close the deal. The course will then focus on understanding the managerial implications of the sales force; planning the total sales effort, recruiting of salespeople, training, motivation, compensation, and evaluation of sales efforts. Students will be able to focus on strategies related to growing their business through sales and other marketing principles. It will prepare students to understand growth hacking tactics in early stage of startups.