College Catalog



Introduction to the principles of selling and its role in the marketing process. Topics center on the techniques and practices used to develop and improve sales skills. Focused on business-to-business sales, the concepts apply to negotiating any form of agreement. The steps in the sales process - before, during, and after - as well as customer-centered problems and solutions that benefit both the customer and the organization are studied. 3 Credits (3 Lecture)

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Williamsport, PA 17701


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