Mar 03, 2021  
2018-2019 Catalog 
    
2018-2019 Catalog [ARCHIVED CATALOG]

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MRKT 221 - Selling & Sales Management

(3,0) 3 Credits


Prerequisite(s): MRKT 101 - Principles of Marketing  or permission of instructor.
This course examines the fundamental elements of the sales function. It integrates the development of skills associated with the job of professional selling with an examination of the role of the sales manager.  Topics include: techniques of selling and persuasion, building and maintaining relationships with clients, customer relationship management (CRM), ethical and legal issues, sales forecasting, territory management, use of technology to improve salesforce effectiveness, and issues concerning recruiting, selecting,training, motivating, compensating, and retaining salespeople.

 


Spring 2021 Course Selections




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