BBA 3221: Sales Management


Presents a contemporary, practical approach to managing sales. Emphasis is placed on the sales manager as a strategic partner to the business, including an evaluation of leadership, technology, motivation techniques, and ethical concerns that assist in the creation of effective, personal selling processes.


  1. Explain strategic sales force management.
  2. Describe methods to recruit, select, hire, and develop salespeople.
  3. Trace the evolving role of salespeople to business consultants.
  4. Discuss the role of vision in leading and motivating a sales force.
  5. Identify the role of the sales manager in forecasting sales, developing budgets, and managing sales territories.
  6. Explain methods used by sales managers to evaluate the performance of individual salespeople.
  7. Explore ethical situations facing salespeople and sales management.




Sales management: Analysis and decision making (Rev: 9th ed.)

Publisher: Routledge (2015)
Author: Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., Jr., & Williams, M. R.
ISBN: 9780765644510
Price: $92.56

* Disclaimer: Textbooks listed are based on the last open revision of the course. Prior revisions and future revisions may use different textbooks. To verify textbook information, view the course syllabus or contact the CSU Bookstore at