MK 157 - Professional Selling and Sales Management

Institution:

Boston College

Subject:

Description:

The selling profession is experiencing substantial change, reflecting in part the emergence of a global economy and the turbulence of the marketplace caused by mergers and leveraged buyouts. There is a growing recognition that salespeople need greater expertise. Methods that were successful in the past are giving way to new and demanding disciplines. This course first teaches the principles of selling, then concentrates on a sales operating system that emphasizes the need for setting sound sales strategies and practicing good sales tactics.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lab

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.bc.edu

Phone Number:

(617) 552-8000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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