College Catalog
Sales
MKT243
Study of the principles of selling and its role in the marketing process. Emphasis on the development of the skills needed to succeed as a field (outside) sales representative. The steps in the selling process before, during, and after a sales call are analyzed in detail. Course work includes the video-taping of completed sales presentations. Careers in sales, characteristics of a successful salesperson, prospecting, qualifying, buyer behavior and the communication process are also discussed. 3 Credits (3 Lecture - 0 Lab)
