Skip to main content

National College Credit Recommendation Service

Board of Regents  |  University of the State of New York

Coopersmith Career Consulting | Evaluated Learning Experience

Sales Management (BUS-376)


Varies (self-study, self-paced).

Various; distance learning format.

April 2024  - Present.

Instructional delivery format: 
Online/distance learning
Learner Outcomes: 

Upon successful completion of the learning experience, students will be able to: outline fundamental principles and theories underlying sales management, including sales process dynamics, customer relationship management, and sales forecasting; analyze market trends, consumer behavior, and competitive landscapes to inform strategic sales planning and decision-making; develop skills in sales planning, territory management, and resource allocation to optimize sales team performance and productivity; evaluate different sales management strategies and techniques for building and maintaining customer relationships, including prospecting, lead generation, and customer retention; apply ethical considerations and professional standards in sales management practices, including integrity, transparency, and respect for diversity; cultivate effective communication, negotiation, and persuasion skills to influence purchasing decisions and resolve customer objections; analyze sales performance metrics and Key Performance Indicators (KPIs) to assess individual and team performance, identify areas for improvement and make data-driven decisions. Students develop a strategic mindset for sales leadership, honed their communication and negotiation skills, and gained the confidence to tackle complex sales challenges in a dynamic business environment.


Sales Management is an undergraduate course that focuses on a comprehensive understanding of the principles, strategies, and practices essential for effective sales leadership and management within contemporary business environments. Other topics include sales planning and forecasting, customer relationship management (CRM), sales process optimization, sales team organization and motivation, territory management, sales performance measurement, and ethical considerations in sales; consumer behavior, market dynamics, and the role of technology in sales management. This course prepares students for careers in sales management, business development, marketing, and related fields, equipping them with the tools to drive revenue growth and create value for organizations.

Credit recommendation: 

 In the lower division baccalaureate/associate degree category, 3 semester hours in Marketing, Management, Finance, Sales, Selling, Sales Management, or Entrepreneurship (4/24).