MK 440 - Selling Concepts and Strategies

(3.00 cr.)

Develops personal sales effectiveness through focusing on customer orientation and a needs-based philosophy of client service. Examines the processes involved in business-to-business selling as well as the roles and responsibilities of sales representatives. Students learn to apply the strategies and enhanced interpersonal skills required in the selling of products, services, and ideas. Typically, the class engages in experiential learning, with students demonstrating their learning through engaging in assignments such as role plays. Topics include relationship management, prospecting and sales planning, needs development, and adaptive selling. Develops personal sales effectiveness through focusing on customer orientation and a needs-based philosophy of client service. Examines the processes involved in business-to-business selling as well as the roles and responsibilities of sales representatives. Students learn to apply the strategies and enhanced interpersonal skills required in the selling of products, services, and ideas. Topics include relationship management, prospecting and sales planning, needs development, and adaptive selling.

Prerequisite: MK 240 or BH 240 , and 60 credits.
Sessions Typically Offered: Fall/Spring
Years Typically Offered: Annually