MKT 403 - Professional Personal Selling

3 Credit(s)

Personal selling is the face-to-face, personalized method of communicating with customers. Often, salespeople constitute the largest expense for marketing communications within a business. In this course, students learn the strategies, skills, and behaviors an individual needs to be able to create, communicate, and deliver value to a customer. The primary topic is the steps in the selling process designed to initiate, develop, and enhance customer relationships. Other topics are the buying process, adaptive selling, negotiation skills, and ethical issues in selling. This hands-on course makes extensive use of exercises, role plays, and interactions with the professional sales community.
Prerequisite(s): Junior standing and MKT 300 or permission of the instructor.