Professional Selling
| Course Code | MKTG-223 |
|---|---|
| Lecture hours per week | 3 |
| Lab hours per week | |
| Course Availability | Open |
| Description | This course provides an introduction to the sales process and the development of effective sales presentation skills. It is intended to provide background to enhance the participant’s ability to develop sales presentations that meet Business-to-Business (B2B) customer needs and wants. Emphasis is placed on pre-selling activities, techniques and procedures used during the sales interaction, and a brief overview of post-sales activities. Role-playing product sales situations will be used in addition to group discussions. Each participant will be responsible for applying theories and concepts to demonstrate an understanding of the sales process and its impact on organizational success. |