MKT 330 - PERSONAL SELLING & SALES MGM

Institution:

Kutztown University of Pennsylvania

Subject:

Marketing

Description:

The course provides an introduction to the role and nature of selling and examines the elements of effective sales management in a contemporary business environment. Topics include theories, functions, and the techniques associated with real world selling. Elements of personal selling and sales management include: (1) understanding the sales process (prospecting, preparing sales dialogue and presentations, communicating value, addressing concerns and handling complain, and closing the sale), (2) issues in recruiting, selecting, training, motivating, compensating, and retaining salespeople, (3) building trust, earning commitment, and expanding customer relationship and (4) understanding ethical behavior in relationship selling and sales management.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

08/15/2014 - 08/14/2021 

Institution Website:

www.kutztown.edu/

Phone Number:

(610) 683-4000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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