College Catalog
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Course Descriptions
MKT243
Sales
This course includes a study of the principles of selling and its role in the marketing process. Emphasis is placed 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. Central to the course is 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)