F Principles of Selling

Catalog description

54 hours lecture per term. This course emphasizes the fundamentals of selling and the new practices needed to succeed in today's information economy. Topics include understanding buyer behavior, building trust, communication and negotiation skills, oral presentation skills and the strategic selling process. This course will also cover the impact of the World Wide Web, sales, strategies used to build global relationships, ethical and legal considerations in selling, and a survey of customer relationship management technology. (CSU) (Degree Credit)