MKT 311 - Professional Selling

Offered Fall: No Offered Winter: Yes Offered Summer: No Offered Other: No

4 Credits
Hours (Lecture - Discussion - Lab): 4-0-0
Prerequisites: MKT 230 or Department approval.

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.