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MANA 6355 (3-3-0) Sales Management Optimization (S-L)
Evaluate opportunities to convert transactional sales to solution sales. Create and design models for major account management and sales. Evaluate and leverage information to sustain existing accounts, or create new accounts. Design clear buying criteria for sales associates. Assess key sales objectives to increase revenue, improve win rates, improve talent, increase margins, and improve forecasting accuracy. Develop and implement sales management effectiveness. Assess buy cycle / sell cycle and align with corporate strategy. This course contains a field-based service-learning component. Fall, Spring.
Prerequisite: MANA 51.521, MRKT 51.521, or undergraduate equivalent.