Personal Selling

Catalog description

P: BUS 30101 with grade of C- or better, and junior or senior class standing. The course examines the role of personal selling as an integral part of the promotional mix. Personal selling is the most expensive component of the mix that impacts purchase decisions for the sake of market development. The course covers all steps in the selling process and stresses the importance of product knowledge, building and managing the customer relationship, and presentation skills. The course also examines legal and ethical concerns. It is appropriate for students who want to embark on a sales career and for working professionals who want to remain competitive in their trade.