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Sales Management I

Course closed to new registrations: Call ( 949 ) 824-5414 for more information or sign up below to be notified when this course becomes available.×

Course Description

Sales Management One provides students a step-by-step opportunity to learn the array of skills needed to build a comprehensive sales plan for a small, mid-size, or large company in a competitive market. Aspiring sales managers, current sales managers, and entrepreneurs will build or expand their business management skills through detailed case study simulations and role play assignments. Students will research and develop a go-to-market strategy for a company with a compelling problem or opportunity; study territory design and select structures appropriate for the specific case; define a best-practice staffing plan and the particular sales roles needed to meet revenue goals; learn CRM technology hands-on, as well as techniques for assuring its adoption by sales teams; practice communicating expectations and critical feedback effectively; and define the optimum compensation plan(s) for meeting goals. All of these components will come together in the main course deliverable--a capstone project and verbal presentation of the sales plan recommendation. A brief online pre-course survey will help students and instructors determine the appropriate case study for each individual’s learning objectives and career aspirations. A link to this survey will be sent to students a week prior to the course start date.

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  • Details
  • $810
  • April 05, 2021 to June 27, 2021
  • Delivery Mode: Online
  • Reg#: 00168
  • ID/Units: MGMT X462.97  (4.50)
    ( Section 1 )
  • Quarter: SPRING 2021


Bernice F. Burns has more than 30 years of experience leading successful national and local sales teams at companies including Dow Jones & Thomson Reuters. As a leader at Dow Jones & Company, parent company of The Wall Street Journal, Burns led the Western regional sales team and the digital team for, the recruitment channel of She also led a team to maximize revenue as Vice President of Advertising for the Los Angeles Business Journal. For four years before joining Virtanza, Burns went back to her roots as a key account sales representative at Gannett. She is currently an instructor at The Ohio State Fisher College of Business, teaching Virtanza’s Sales Readiness Course every half-semester.

Textbook Information

Textbooks for your course may be purchased from any vendor or bookseller of your choice.

No textbook information is available for this course.

Meeting Schedule

EventDateDayStart TimeEnd TimeLocationRoom
START04/05/2021Monday------Online (Access Begins)---
END06/27/2021Sunday------Online (Access Ends)---