MK 371 - Professional Selling and Sales Management

Institution:

Saint Mary's University of Minnesota

Subject:

Description:

3 credits The selling component of this course involves learning selling concepts and the communications skills needed to apply them. Topics include prospecting, approaching the customer, determining customer wants and needs, making the sales presentation, overcoming objections, and closing the sale. The management component of the course involves the recruiting and hiring, training, determining sales territories, sales forecasting, compensation and motivation, and control over the sales force. Prerequisite: MK217.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.smumn.edu

Phone Number:

(507) 457-1600

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Trimester

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