MKT 3510 Selling/Sales Management

Integrates the development of skills associated with the job of professional selling with an examination of the role of the sales manager. Topics include adaptive selling, various selling techniques, building and maintaining relationships with cliens, principles of persuasion, ethical and legal issues, sales forecasting, territory management, selection of sales personnel, and training, motivating, and rewarding the sales force. Prerequisite(s): MKT 2100
Credits: 3.0