MKG 43300 - Personal Selling

Prerequisite(s): MKG 22400 FOR LEVEL UG WITH MIN. GRADE OF C OR GBM 32900 FOR LEVEL UG WITH MIN. GRADE OF C OR MKG 32400 FOR LEVEL UG WITH MIN. GRADE OF C OR HTM 23100 FOR LEVEL UG WITH MIN. GRADE OF C OR COM 25300 FOR LEVEL UG WITH MIN. GRADE OF C

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. Typically offered Summer Fall Spring.

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