MRKT1200 — Principles of Selling
4.5 Credits Students learn the fundamentals of professional selling theory and relationship marketing practices, including prospecting, planning and techniques to deliver dynamic presentations. This course emphasizes the need for sales professionalism to develop effective strategies to respond to ethical issues that arise in the sales environment, to employ interpersonal communication theory and adapt their selling strategies to diverse customer needs and buyer social styles. Simulations, role-plays and presentations will be utilized to students learn and execute proven sales process models.