MARK 4384 Professional Selling and Sales Management
This course focuses on developing professional salesmanship and managing sales force. Topics include: planning the presentation, meeting the prospect, the interview, overcoming resistance, closing the sale, and building goodwill sales planning as well as staffing, training, and directing of the sales force including sales force analysis and evaluation.
Prerequisite
Junior standing. All students pursuing a Bachelor of Business Administration, Bachelor of Arts in Economics, or Bachelor of Science in Materials Management and Logistics from VCoBE, must apply for and be admitted to VCoBE before they are allowed to enroll in the Advanced Business Core and Major coursework for their degree.
Offered
Fall/Spring/Summer