MKT 4910 - Selling And Sales Management

Institution:

CUNY Bernard M Baruch College

Subject:

Description:

3 hours; 3 credits This course provides an overview of professional selling and sales management in the context of business-to-business marketing. This course examines the selling process from planning sales calls and prospecting to closing the sale. Sales management topics include sales training, sales and market forecasting, incentives and motivation, ethical and legal issues in selling, and building long-term relationships. Role playing and other techniques are used to develop the student's communication skills. Case studies or other written assignments will examine issues of managing the selling function. Prerequisite: MKT 3000.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.baruch.cuny.edu

Phone Number:

(646) 312-1000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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