Professional Selling. ((3 Credits))

Catalog description

Prerequisite(s): University Advanced Standing; MKTG 3600 Recommended Emphasizes theoretical skills in the personal selling process and the management of a sales force. Studies the recruiting, training and supervising of salespersons, organization of territories, compensation schemes, and forecasting. Includes lectures, guest speakers, video tapes, role playing, case analysis, oral presentations, and written assignments. Lab access fee of $13 for computers applies.