Summary: University of Regina
Faculty of Business Administration
BUS 416 001, Winter, 2012
Personal Selling & Sales Management
Instructor: Brian Hillier
Office hours: By appointment & online: Skype etc.
Class Time: M/W, 5:30 6:45 Final: April 18, 7:00 10:00 PM
Location: ED619 Final: ED619
· Selling and Sales Management, 8/E, David Jobber
· Magic Numbers for Sales Management, John A. Davis
This course addresses the formulation and implementation of the strategic sales program, including
evaluation and control of corporate sales performance. Topics include: organization and integration of
the company's personal selling efforts within the total marketing effort; selection, training and direction
of sales personnel; and monitoring, evaluation and adjustment of performance and programs.
Prerequisite: BUS 210 or ADMN 210 and BUS 250 or ADMN 250.