Technical Selling

Catalog description

This course will serve as a foundation for understanding all major aspects of personal selling. The work of the individual sales representative or sales engineer will be reviewed with emphasis on sales to and for industrial and business enterprises. Characteristics of the successful salesperson, making a good sales presentation, prospecting for leads, and time and territory management will be discussed. Relevant persuasive techniques, communication, psychology, sociology, and power dynamics in a business selling environment will be introduced into the selling.