3 credit hours
Prerequisite: PRSA 200
Effective sales leadership requires a mastery of the “hard” analytical skills as well as the “soft” skills for effective management and coaching. This course is designed to be a “learning laboratory” for exploring key sales and management concepts related to the sales function and that of the sales manager in the firm. The focus is on developing hands-on analytical and management coaching skills through the use of business case studies and articles, and active hands-on practice.