American Heritage University of Southern California

BB-417 Sales Management

Management of sales, resources, activities and personnel is essential to identifying customer needs and wants for products and services. This course analyzes sales opportunities through new product or service development, product strategies, and product mix. It covers the relationship of sales to...more

  • Course ID: BB 417
  • Start Date: 02/05/2018
  • Duration: 8 weeks
  • Method of Instruction: Online

Units: 3

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Management of sales, resources, activities and personnel is essential to identifying customer needs and wants for products and services. This course analyzes sales opportunities through new product or service development, product strategies, and product mix. It covers the relationship of sales to the overall organization development plan including advertising, production, and distribution. 

David Carrasco Adjunct Faculty

B.A. Cal State University, Long Beach
M.B.A. Keller Graduate School of Management, Pomona, California 

  • Describe the evolution of personal selling from ancient times to the modern era.
  • Explain the contributions of personal selling to society, business firms, and customers.
  • Distinguish between transaction-focused traditional selling and trust-based relationship selling.
  • Discuss five alternative approaches to personal selling.
  • Describe the three primary roles fulfilled by consultative salespeople.
  • Understand the sales process as a series of interrelated steps.