BMKT 361 - Selling and Sales Management

Institution:

The University of Tennessee at Chattanooga

Subject:

Description:

Basic principles of selling and the practical application and management in sales situations. Persuasion and communication theories related to the selling of industrial and consumer goods and services are covered. Selling techniques and communication skills are analyzed and practiced during class. The course also covers sales management topics such as sales department organization, the role of the sales manager, sales planning and forecasting, managing and motivating the sales force and sales policies. Fall and spring semesters. Prerequisites: Marketing 313 with a grade of C or better, junior standing.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.utc.edu

Phone Number:

(423) 425-4111

Regional Accreditation:

Southern Association of Colleges and Schools

Calendar System:

Semester

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