MRKT 357 Personal Selling

This course synthesizes personal selling theory with practice. Students rethink the sales profession with a new understanding of the role of personal selling in marketing as well as its broader business and economic impact. They realize how everyone engages in some form of selling and examine how that selling functions in relationship building and persuasion. Students also carry out the selling process and specific sales techniques in situations that simulate real-world environments. Specific topics include qualifying leads, planning the sales contact, understanding prospects' needs, making the presentation, and closing the sale.