MKG 33300 - Professional Selling

Credit Hours: 3.00. A detailed exposure to personal selling strategies and tactics. It examines effective selling in the consumer and industrial markets, including an analysis of consumers, motivation and communications, handling objections and closing techniques. The entire sales process is examined, with particular emphasis on relationship selling, planning and delivery of sales presentations, and trust-building techniques. The roles of professional salespeople within their organizations and economic systems are investigated, as are important dimensions of sales careers.
Experiential Learning (EXL): Yes

Course Learning Outcomes
1. Communicate effectively their learning of personal selling skills (verbal, written, and listening skills are assessed).
2. Learn and apply the latest concepts concerning building and maintaining long-term professional relationships with clients.
3. Enhance their ability to work in the sales field by exercising personal selling skills both in class and off campus.

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