MKTG 379: Professional Sales

Course Description

This course focuses on professional selling in environments that typically require problem-solving and relationship building. The course explores types of sales efforts, elements of a sales process, different sales roles and characteristics of high performing salespeople. The course covers a sales process that includes prospecting, investigating needs, presenting solutions, closing, handling objections and post-sales execution. Some hands-on role plays are involved. Attendance and participation are graded elements of this course, and students are encouraged to take this course only if they can attend and participate in all class sessions. Prerequisites: (Admitted to the School of Business) OR (44 credits and 2.2 GPA). Special course fees may apply.