Sales Team and Marketing Data Management – BUSI 462

CG • Section 8WK • 07/01/2018 to 12/31/2199 • Modified 10/25/2023

Course Description

This course is a prominent breakdown of the principles, strategies, and issues surrounding the management of the sales team. A focus will be given to organization, hiring, selection, training, expenses, compensation, motivation, and evaluation of the sales team. Managing the sales team involves planning, organizing, directing or implementing, and monitoring the efforts of sales personnel in light of the data one is able to gather, interpret and apply about the market it serves.

For information regarding prerequisites for this course, please refer to the Academic Course Catalog.


This sales management class provides essential skills and knowledge to equip the student with effective sales leadership capabilities. It emphasizes strategic planning, team building, and motivational techniques, enabling the student to develop and implement successful sales strategies. By understanding sales processes, customer behavior, and market dynamics, the student can optimize performance, drive revenue growth, and achieve organizational objectives. This class fosters communication, negotiation, and problem-solving skills, empowering the student to navigate challenges in the competitive business landscape. Overall, it equips the aspiring sales manager with the necessary tools to lead sales teams, foster long-term customer relationships, and contribute to sustainable business success.

Course Assignment

Textbook Readings and Lecture Presentations

As listed in the course syllabus and in each module.

Course Requirements Checklist

After reading the Course Syllabus and Student Expectations, the student will complete the related checklist found in the Course Overview.

Discussions (8)

Discussions are collaborative learning experiences. Therefore, the student will complete 8 Discussions throughout this course. Each thread is to be 500 words and demonstrate course-related knowledge. In addition to the thread, the student is required to reply to 2 other classmates’ threads. Each reply is to be 300 words. The student will include citations of at least 2 scholarly, peer-reviewed research articles, the Sales Management textbook, and 1 biblical integration in the thread as well as in each reply.

Research Paper Assignments (4)

Each research paper will have the student assess a situation or synthesize content from the respective module's reading requirements.  Each research paper is worth 100 points total.  There are four research papers in this course. The submission must be at least 1,000 words, include a biblical reference, at least two scholarly, peer-reviewed sources and the course textbook. The student must also include a title page and a reference page, each of which must comply with current APA formatting requirements.

Quizzes (8)

Each quiz will cover content related to the respective module reading assignments. Each quiz is worth 40 points total, and will consist of 20 multiple choice and/or true-false questions.  Each quiz will have a 30 minute time limit and will allow 1 attempt.