MKT 411 Professional Selling 4 cr.
- Offered: Winter
- Prerequisite: MKT 230, junior standing or instructor’s permission.
Theory and practice of the role of professional selling and sales management in organizations to develop long-term relationships with customers. Includes developing and qualifying prospects, creating a sales presentation, closing techniques, and servicing the sale. Also includes an overview of activities of sales management such as training and recruitment, performance evaluation, sales force compensation, budgeting, time and territory management.