In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.
The Build Up Method
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From the lesson
Territory Management
In this module, we will address sales territory management. We will discuss why sales territories are created and two approaches used to develop a sales territory.
Taught By
Emily C. Tanner, Ph.D.
Assistant Professor, Marketing
Suzanne C. Bal
Teaching Assistant Professor, Marketing
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of Marketing
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