MKT 203 - Prin Of Selling

Institution:

North Shore Community College

Subject:

MARKETING

Description:

Principles of Selling Pre: MKT101 Co: A study of the principles and techniques of personal selling with emphasis on the selling process. Prospecting for customers, pre-approach problems, types of approaches, effective demonstrations, handling of objections, types of closes, and follow-up will be covered. Other topics include buyer motivation, effective communication, territory management, differences between industrial and retail selling, and career opportunities.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.northshore.edu

Phone Number:

(978) 762-4000 ext 4350

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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