MKTG 3400 - Personal Selling and Sales Management

3 Credits (Minimum) 3 Credits (Maximum)

The development of effective personal selling skills is the focus of this course. The relationship between personal selling and the other elements of marketing strategy are analyzed. Concepts from the behavioral sciences are explored to show their application in sales situations including the psychology of selling and the importance of relationship building. Attention is focused on the development and demonstration of effective sales presentation techniques for retail, business-to-business, services and nonprofit selling. Each step in the selling process (the pre-approach, the approach and presentation, an analysis of possible objections, the closing and follow-up) will be extensively analyzed, discussed and applied. Social, ethical and legal issues in selling awareness will be examined. Prer., MKTG 3000; Business students only.