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The course focuses on managing an outside sales force and covers the selling process, recruitment, training, motivation, compensation, territory design, and sales performance evaluation. It explains the course rationale, target learner demographics at Athabasca University, learning objectives, recommended prerequisites, required readings, and online learning enhancements.",{"@graph":63,"@context":119},[64,80,102],{"@type":65,"itemListElement":66},"BreadcrumbList",[67,71,74,77],{"item":68,"name":69,"@type":70,"position":9},"https://docshare.wps.com","Home","ListItem",{"item":72,"name":10,"@type":70,"position":73},"https://docshare.wps.com/template/",2,{"item":75,"name":11,"@type":70,"position":76},"https://docshare.wps.com/template/presentations/",3,{"item":78,"name":59,"@type":70,"position":79},"https://docshare.wps.com/template/mktg-450-sales-force-management-course-description/351249/",4,{"url":78,"name":59,"@type":81,"image":82,"author":87,"headline":59,"publisher":90,"fileFormat":93,"inLanguage":57,"description":61,"dateModified":94,"datePublished":95,"encodingFormat":93,"isAccessibleForFree":96,"interactionStatistic":97},"DigitalDocument",{"url":83,"@type":84,"width":85,"height":86},"https://docshare.wps.com/thumbnails/mktg-450-sales-force-management-course-description/351249.png","ImageObject",442,249,{"name":88,"@type":89},"Chumphorn","Person",{"url":68,"name":91,"@type":92},"DocShare","Organization","application/pdf","2026-10-27","2026-09-22",true,{"@type":98,"interactionType":99,"userInteractionCount":101},"InteractionCounter",{"@type":100},"ViewAction",8,{"@type":103,"mainEntity":104},"FAQPage",[105,111,115],{"name":106,"@type":107,"acceptedAnswer":108},"What does MKTG 450 Sales Force Management cover in terms of sales activity and management?","Question",{"text":109,"@type":110},"It covers the selling process and the management of an outside sales force, including recruitment, training, motivation, compensation, territory design, and sales performance evaluation.","Answer",{"name":112,"@type":107,"acceptedAnswer":113},"Who is the target audience for the course?",{"text":114,"@type":110},"The target audience includes Athabasca University Bachelor of Commerce marketing majors and learners interested in careers as sales managers or professional sales representatives.",{"name":116,"@type":107,"acceptedAnswer":117},"What are the key learning objectives students should achieve by course completion?",{"text":118,"@type":110},"Students should be able to understand consultative selling, design a sales account plan and sales forecast, recruit and train a sales force, manage it, and evaluate organizational and employee sales performance.","https://schema.org",{"og:url":78,"og:type":121,"og:title":59,"og:site_name":91,"og:description":61},"article",{"robots":123,"canonical":78},"index,follow",{"doc_id":125,"site_id":56},351249,1791745916,{"code":4,"msg":5,"data":128},{"doc_id":125,"user_id":129,"nickname":88,"user_avatar":130,"doc_module":9,"category_id":8,"category_name":11,"doc_title":59,"doc_description":61,"doc_content":131,"file_id":132,"file_url":133,"file_type":134,"file_size":135,"view_count":101,"is_deleted":4,"is_public":9,"is_downloadable":9,"audit_status":9,"page_count":136,"language":137,"language_code":57,"site_id":56,"html_lang":57,"table_of_contents":138,"faqs":139,"seo_title":140,"seo_description":61,"update_tm":141,"read_time":101},2336475401981,"https://ap-avatar.wpscdn.com/avatar/22000c94efd8d5204d?x-image-process=image/resize,m_fixed,w_180,h_180&k=1786935347598174694","Athabasca University Faculty of Business  \nMKTG 450 Sales Force Management © Athabasca University  \nAuthor and Course Developer: Jim Swaffield  \nCentre: School of Business  \nDate: September 18, 2006  \nTopics  \nThis report consists of the following sections.  \nCourse Description p. 1  \nCourse Delivery Structure p. 3  \nMethod of Evaluation p. 5  \nCourse Development Projected Timetable p. 6  \nMarking Time Requirements p. 6  \nSample Lesson p. 7  \nDraft-Assignment \\#1 – Developing a Sales Account Plan p. 15  \nDraft-Assignment \\#2 – Sales Rep Recruitment Assignment p. 25  \nDraft-Assignment \\#3 – Developing a Sales Forecast p. 26  \nSample Final Exam p. 27  \n1. Course Description  \n1.1 Introduction  \nSales managers and sales representatives play an important role in the implementation of a firm’s marketing plan. To achieve this end, sales managers formulate strategic sales programs, provide leadership to sales representatives and, oversee the implementation of sales programs.  \nMKTG 450 Sales Force Management deals with the management of an outside sales force. An outside sales force is one which calls on prospective customers at their place of business or in their homes. This course will involve the study of the selling process, sales force recruitment, training, motivation, compensation, territory design and management, and sales performance evaluation.  \n1.2 Rationale  \nSelling and sales management are vital to the survival of most organizations. The sales department is the only department that generates revenues that the organization needs to survive. It is also one of the most expensive departments to operate. For these reasons, an understanding of selling and sales management theories and best practices that lead to operational efficiency is desired by many organizations.  \nStudents may also find that a course in selling and sales management will be a key factor in acquiring employment in the marketing and sales field. Most marketing and sales managers start their careers in a sales position.  \n1.3 Demographics  \nThe target audience for MKTG 450 is:  \n􀁸 Students who are marketing majors in the Bachelor of Commerce program at Athabasca University.  \n􀁸 Students who are interested in pursuing a career as a sales manager.  \n􀁸 Students who are interested in pursuing a career as a professional sales representative.  \n1.4 Course Objectives  \nUpon completion of this course the student will be able to:  \n􀁸 Understand the consultative selling process.  \n􀁸 Design a sales account plan and sales forecast.  \n􀁸 Recruit, train and manage a sales force.  \n􀁸 Evaluate organizational and employee sales performance.  \n1.5 Prerequisites: MKTG 396 Introduction to Marketing is recommended.  \n1.6 Resource List  \nMandatory : Spiro, Rosann L, Stanton, William J, Rich, Gregory A. (2008)  \nManagement of a Sales Force. 12th Edition, McGraw-Hill Irwin.  \nManning, Gerald L. , Reece, Barry L. , MacKenzie, Herb. (2006) Selling Today. Fourth Canadian Edition, Pearson Prentice Hall. (Chapter 1 Personal Selling Today; Introduction and Overview. pp. 4 – 28) and Chapter 4 Communication styles pp. 78-102.  \nRackham, Neil. (1988) SPIN Selling. McGraw-Hill Inc. (Chapter 4 The SPIN Strategy pp. 67-98.)  \nFutrell, Charles M. , Mitchell, Peter. , Singer, Randal. (2001)  \nABC’s of Relationship Selling. McGraw-Hill Ryerson Ltd.  \n(Chapter 15 Social, Ethical and Legal Issues in Selling.  \npp. 396 – 420)  \nJobber, David. , Lancaster, Geoff. ,(2006) Selling and Sales Management. 7th Edition. , pp. 8 – 10. Pearson Education.  \n1.7 Online Enhancements  \n􀁸 Interactive, online key terms and concepts review activity for each lesson  \n􀁸 Interactive practice with feedback exercises for each lesson  \n􀁸 Assignment activities involve Web research  \n􀁸 Lesson learning activities provided guided exploration for students as they visit external Web sites to view examples and make further “real-world” connections to the essential concepts from the mandatory readings  \n􀁸 Currently, there is no ","cbCaioWBGeWNkp3L","https://ap.wps.com/l/cbCaioWBGeWNkp3L","pdf",239222,22,"English","# Course Description\n## Introduction\n## Rationale\n## Demographics\n## Course Objectives\n## Prerequisites\n## Resource List\n## Online Enhancements\n# Course Delivery Structure\n## Part 1 - Introduction to Sales Force Management\n## Part 2 - Organizing, Staffing and Training a Sales Force","[{\"question\":\"What does MKTG 450 Sales Force Management cover in terms of sales activity and management?\",\"answer\":\"It covers the selling process and the management of an outside sales force, including recruitment, training, motivation, compensation, territory design, and sales performance evaluation.\"},{\"question\":\"Who is the target audience for the course?\",\"answer\":\"The target audience includes Athabasca University Bachelor of Commerce marketing majors and learners interested in careers as sales managers or professional sales representatives.\"},{\"question\":\"What are the key learning objectives students should achieve by course completion?\",\"answer\":\"Students should be able to understand consultative selling, design a sales account plan and sales forecast, recruit and train a sales force, manage it, and evaluate organizational and employee sales performance.\"}]","MKTG 450 Sales Force Management - Course Description | PDF",1790093227]