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Apr 19, 2024
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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.
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