About $1 trillion is spent every year on this critical marketing investment.

One out of every nine people who are fully employed in the United States is a salesperson. About $1 trillion is spent every year on this critical marketing investment. Salespeople have been known to out-earn their managers and even the CEO. Why? Because they drive the top line. Every senior management team must deliver its revenue and profit numbers. The team looks to its sales forces to help it achieve this objective.

It looks like Kellogg is at last reintroducing a bona-fide sales management course. The above quote is from the course description for MKTG463 Sales Force Management, offered in Spring Quarter. Kellogg counts Andris Zoltners among its faculty, whose Executive Education program has wowed enough people for it to have been mentioned to me when I was at the MIT Sales Conference last year. Professor Zoltners founded ZS Associates. It appears that Dr Isaac, who is teaching MKTG463, is freshly out of ZS. Hopefully some of Prof Zoltners' magic rubs off on Dr Isaac.