MKT 4500: Advanced Professional Selling
Credits: 3. Contact Hours: Lecture 3.
Prereq: MKT 3400; (IE 4500 or MKT 3420)
Analysis of the theory and practice of personal selling with the context of relationship marketing and salesforce automation. Topics include: goal setting, prospecting, time/territory management, questioning, presentations, objections, commitment and customer service; simulations of selling situations.