|Lecture hours per week||4|
|Lab hours per week||0|
Sales and selling are subsets of marketing theory and its application to all business models. This course will provide an introduction to marketing with a distinct focus on the role of personal selling in the marketing mix. Students will learn how the marketing function contributes to helping successful organizations run their businesses by identifying customer needs and creating, delivering and managing customer value. Students will examine how organizations determine which customers to serve and what these customers want, and how strategies – product, pricing, channels and communications – are developed, integrated and implemented, to address customer needs. The role and practice of selling (both consultative and solution based) will be examined and practiced across the business continuum.