MRKT 3123 - Professional Selling

This course examines the role of professional selling in the marketing mix and addresses professional selling activities and techniques. Topics covered include prospecting, overcoming objections, the effective preparation and presentation of a persuasive sales presentation, questioning and closing methods, time and territory management, and social, ethical, and legal issues in sales. Students are encouraged to take MRKT 3013 Principles of Marketing before taking Personal Selling.

Credit Hours: 3