MRKT 103Professional Selling

Catalog

This course emphasizes professional selling as a marketing activity that is coordinated with an organization's promotional components. Successful sales strategies and techniques will be featured. The impact and role of selling within an organization will be discussed and analyzed. The study of the relationship selling process will include review of the role of communication, sales knowledge, and psychology of selling, prospecting, sales call planning, effective sales presentation, closing and follow-up. Technological tools used by the sales professional will be examined based on relevance and efficiency. Examples include, but are not limited to, web and mobile device features, artificial intelligence and virtual assistance, augmented reality, customer tracking and database management, virtual meetings, and video product demonstrations. Students will receive industry simulation training.