MKT 371 - Professional Selling

Institution:

The College of New Jersey

Subject:

Description:

Prerequisite: MKT 201 Develops an understanding of the role of personal selling within the context of the marketing function and the organization, as well as the process of selling products/services to businesses. The course develops key selling skills, namely listening, questioning, understanding, presentation, objection handling, closing, and relationship-building. Applications include critiques of selling activities in cases and videotapes, selling in a role-playing exercise, and a selling decision-making simulation.

Credits:

4.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

09/01/2008 - 08/14/2015 

Institution Website:

www.tcnj.edu

Phone Number:

(609) 771-1855

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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