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, ethical and legal issues, sales forecasting, territory management, selection of sales personnel, and training, motivating, evaluating and rewarding the sales force. Offered in the fall semester.

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