Oct 16, 2019  
2011-2012 Undergraduate Catalog 
    
2011-2012 Undergraduate Catalog Archived Catalog

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MKT 3610 - Selling and Sales Management


(3) Credit Hours

Basic principles of selling and the practical application and management in sales situations. Persuasion and communication theories related to the selling of industrial and consumer goods and services are covered. Selling techniques and communication skills are analyzed and practiced during class. The course also covers sales management topics such as sales department organization, the role of the sales manager, sales planning and forecasting, managing and motivating the sales force and sales policies. Fall and spring semesters. Prerequisites: MKT 3130 with a minimum grade of C, junior standing or department head approval.



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