Mktg 338 Professional Selling

An overview of personal selling as an element of the marketing function for both industrial and retail professional sales with an emphasis on the sales process including prospecting, approaching, presenting, negotiating, closing and follow-up. Topics include sales careers, sales strategies and tactics, buyer behavior as part of individual and group purchase processes, establishing and building customer relationships and the role of selling in the marketing effort. In addition to formal theoretical coursework, students practice sales skills in role plays, presentations and other exercises requiring practical application of selling theory.