MRK 221: Sales & Sales Management
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Description
This course examines the selling function in companies with emphasis on the dynamics of the sales process. Students learn how to qualify sales prospects, plan a presentation, secure and open the sales interview, deliver a product demonstration, handle objections, and close a sale. Areas of study include compensation, management of a field sales force, the development of leads, sales training, and leadership styles. Students also prepare a resume, learn job interview techniques, and gain an understanding of a career in sales.
- Semester/Term
- Credits
- 3
- Subject Areas(s)
- Marketing
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