MKTS 306 - Advanced Selling

Institution:

Point Park University

Subject:

Description:

Building on the foundational class, this course will focus on advanced instruction in selling techniques with an emphasis on needs analysis, buying motives, influence, and creative problem-solving, preparing students for success in entry-level professional selling positions. It will provide an opportunity for students to apply selling skills through extensive role-playing and practical application. Prerequisites: MKTS 205, MKTS 206. Course Objectives (1) Demonstrate intermediate-level sales techniques. (2) Examine adaptive selling and the role of communication styles in adaptive selling. (3) Assess professional selling theories and approaches. (4) Formulate a sale approach for an experiential sales engagement.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.pointpark.edu

Phone Number:

(412) 391-4100

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

The Course Profile information is provided and updated by third parties including the respective institutions. While the institutions are able to update their information at any time, the information is not independently validated, and no party associated with this website can accept responsibility for its accuracy.