Apr 28, 2024  
2013–2015 Undergraduate College Catalog 
    
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2013–2015 Undergraduate College Catalog [ARCHIVED CATALOG]

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MK371 Professional Selling and Sales Management

3 credit(s)
The selling component of this course involves learning selling concepts and the communications skills needed to apply them. Topics include prospecting, approaching the customer, determining customer wants and needs, making the sales presentation, overcoming objections, and closing the sale. The management component of the course involves recruiting and hiring, training, determining sales territories, sales forecasting, compensation schemes motivation, and management of sales force. Prerequisite: C grade or higher in MK217 .


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