MKTG 394Principles of Sales

University of Indianapolis · 3 credits · UGRD

Catalog

Introduces the principles and practices of professional selling within a relationship-based framework. Topics include buyer behavior, prospecting, consultative selling, sales dialogue and presentations, objection handling, closing, and account development. Additional coverage includes ethical selling, global considerations, CRM systems, and introductory sales leadership concepts such as recruiting, motivation, compensation, and performance evaluation.

Recent sections

Fall 2026 · 1 section

Aug 31 – Dec 19

Section	Days & time	Location	Instructor
01Class #18766	Mo We Fr · 11:00 – 11:50 AM	Esch Hall 016	Van Empeh, Vincent
01 notes: Instructional method: Traditional