MKT622 - PERSONAL SELLING & SALES MANAGEMENT

Gatton College of Business and Economics

Credits: 3

This course is designed to provide students with an understanding of professional selling and sales management. In terms of professional selling, the course focuses on asking questions to understanding customer problems and developing solutions to these problems. Additional topics include prospecting, overcoming objections, and obtaining commitment. These concepts will be reinforced by extensive role playing of various real-life sales situations. In terms of sales management, the course will cover key aspects of sales force recruitment, selection, training, compensation, performance appraisal, and territory allocation.

Prerequisite(s):
Prereq: Graduate standing.
Approved for Distance Learning.