This course is designed to provide students with an understanding and appreciation of the role of a sales manager in a new venture. Topics are covered from the perspective of both a sales manager and a sales person. Specific topics include managing the interplay between the marketing and selling functions, setting and evaluating sales strategy, managing the day-to-day sales functions including recruitment, training, compensation and performance management as well as, the evaluation and control of professional selling methodologies and activities Instructor: Jim Hamilton