MKTG 4480: Applied Professional Selling

3 Credit Hours

Prerequisite: MKTG 3410
Students enhance their sales skills by learning to navigate challenging conversations, master sales negotiation, perfect sales presentations, and b2b buying behaviors. Through engaging lectures and experiential exercises, students develop essential communication skills, business acumen, and ethical principles. Students also hone their questioning, listening, and nonverbal communication skills. By the course’s end, students will demonstrate proficiency in sales negotiation, managing challenging conversations, and delivering impactful presentations essential for a highly successful sales career.

Course Learning Outcomes

Students will understand the principles of sales negotiation.
Students will understand the principles of important business conversations and develop a format for planning, constructing, and executing a critical business conversation.
Students will better understand how to develop and present an executive summary.
Students will better understand the sales role from a buyer’s perspective.