MKTG 131 - Principles of Professional Selling

5 CR

Examines the principles and techniques of professional selling as a form of persuasive communication basic to business relationships. Students analyze case studies to apply theories to real-world situations.

Course Outcomes

Identify and explain in detail, the 10 steps in the relationship selling process.
Use the 10 steps to prepare and make a group sales presentation.
Incorporate visual aids, verbal & non-verbal skills in sales presentations.
Make a 5 minute oral presentation incorporating skills learned in the class.
Explain and incorporate the concept of relationship selling in a sales career.

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