Personal Selling

Course Type: 
Undergraduate
Course Prefix: 
MKT
Course Number: 
345
Credits: 
3 sem. hrs.
Semesters Offered: 
Fall

Analysis of the theory and practice of personal selling within the context of relationship marketing and sales force automation. Topics include goal setting, prospecting, time/territory management, questioning, presentations, objections, commitment and customer service, and simulations of selling situations. Prerequisites: Declaration of any business concentration or the no concentration option. Completion of MKT 302 with a C- or better.