(3-0) 3 Cr. Hrs.
Currently no sections of this class being offered.
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Both the novice and the professional salesperson can benefit from this course. The personal selling process will be studied in detail, emphasizing topics ranging from prospecting and qualifying to closing the sale and after sale follow-up. Territory management, selling to organizational buyers and the techniques of ethical salesmanship will also be explored. Students will gain valuable experience with the selling process through case studies, role playing exercises and by creating a sales presentation for demonstration.
(A requirement that must be completed before taking this course.)
Upon successful completion of the course, the student should be able to: