Personal Selling

Catalog description

CMR 363 will develop the skills students need to understand and utilize the process of personal selling. The course provides ideas, strategies and techniques to communicate and engage prospective customers and manage profitable customer relationships. Building rapport, creating strategic questions, active listening and delivering impactful presentations are key skills to be learned. A sequential sales process will cover relationship building, needs assessment, benefits presentation, closing and handling objections. Territory management and CRM will be learned through computer software. Within these processes we will explore the interrelationships with marketing mix components and understand how to best utilize and when to integrate marketing opportunities with personal selling efforts. This course also covers an intro to neuroscience and the power of story telling, ethical selling situations and the issues of unconscious bias.