Apr 25, 2024  
2021-2022 Graduate Catalog 
    
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2021-2022 Graduate Catalog [ARCHIVED CATALOG]

MKT 5600 - Professional Selling and Sales Management (3)

Prerequisites: MKT 5570  -  Marketing Strategy . What does it take to be a highly successful professional salesperson? This course answers this question and guides the student to explore and understand successful sales and sales management behaviors. Students will develop their competence in professional selling theory and approaches, presentation skills, and sales management techniques. Course topics include the selling process, the buying process, creating value in buyer-seller relationships, prospecting, sales call planning, communicating the message, negotiating for win-win solutions, closing the sale, as well as how to motivate, compensate and train sales people.


Click here for the Spring 2022 Class Schedule