MKTS 206 - Professional Selling

Institution:

Point Park University

Subject:

Description:

This foundational selling course takes a holistic approach to selling and the sales process, emphasizing sales strategies and techniques from a need-satisfaction perspective. Topics will include sales careers, the role of sales in an organization, communication and influence skills, ethics and social responsibility, and the selling process. Students will have an opportunity to apply the selling process, including pre-call research, prospecting, uncovering needs and buying motives, presenting sales messages, negotiating, and gaining commitment through exercises and role-plays. Prerequisite: MKTS 205 Course Objectives Upon successful completion of the course, students will be able to: (1) Describe sales and its foundations of influence and persuasion. (2) Examine the role of selling in an organization, including ethical and legal responsibilities to the organization and its stakeholders. (3) Identify, explain, demonstrate, and evaluate the elements of a sales process, including pre-call research, prospecting, uncovering needs and buying motives, presenting sales messages, negotiating, and gaining commitement. (4) Explore career opportunities in sales.

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

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