MKTG 333-151 SALES MANAGEMENT Introduction to sales management and the personal selling component of marketing management. Emphasis on both the selling process as well as managing sales personnel. Topics will include market analysis, sales strategies, sales presentations, and creating/administering a sales program. Prerequisite: MKTG 330. Three hours per week.
MKTG 337-152 PROFESSIONAL SELLING Introduces the principles of selling in a 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. Prerequisite: MKTG 330. Three hours per week.