MKT 310 - Personal Selling

1 semester, 3 credits-

Examines the role of the professional salesperson in business-to-business selling. The concept of solution-oriented, long-term, mutually-beneficial relationship-selling is explored and contrasted against transactional selling approaches. Important elements of the sales process are introduced including probing and understanding/identifying buyer needs, using technology tools to improve effectiveness and efficiency, negotiating win-win outcomes, closing and providing post-sale service. Prerequisite: MKT 205.

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MKT 310 - Personal Selling