MKTG 3410: Professional Selling

3 Credit Hours

Prerequisite: MKTG 3100 and (Admission to the Coles College Undergraduate Professional Program or (60 credit hours with a minimum GPA of 2.00 and in a Coles College Partner Program))
This course examines the role of personal selling in the firm’s marketing strategy, model of communication and specific methods of selling. All students are required to develop and deliver effective sales presentations. The course emphasizes communication skills, developing product knowledge, understanding the sales process, and selling techniques.

Course Learning Outcomes
Students who successfully complete this course will be able to:

Further their understanding of professional selling and its role in marketing.
Have an understanding of what “sales” is, and the activities that fall within the domain of sales.
Apply the concepts and theories of relationship selling.
Develop stronger communication skills.
Have a cognitive understanding of sales professionalism and the professional selling process.
Have practical experience in professional selling.
Reinforce their understanding of fundamental concepts presented in Principles of Marketing.