MKTG 40464 PROFESSIONAL SELLING (3)

The professional selling course covers the fundamentals of a successful sales approach. Sales principles and skills that are required by today's professional salespeople will be presented and analyzed, with a heavier focus on the business-to-business selling environment. Students learn about the sales process, the buying process, relationship selling, prospecting, sales call planning, communication, negotiating, and closing sales, as well as how to motivate, compensate, and train salespeople.