MKTG 337 - Professional Selling

3 Hour(s) Credit
Introduces the principles of selling in a business-to-business environment. Covers topics such as customer analysis, prospecting, effective sales approach and opening, adaptive presentations, handling objections, techniques for closing sales, and relationship building. Deals with the ethical, legal and social responsibilities of salespersons. Uses sales exercises, individual presentations and simulated role plays to teach various components of the selling process.
Three hours per week.
Prerequisites 56 credits.