Professional Selling

Catalog description

This course examines the role of business to business personal selling in the marketing mix and addresses personal selling activities and techniques. Topics covered include communication and persuasion, prospecting, needs identification, overcoming objections, presentations, closing methods, time and territory management, social, ethical, and legal issues. Prerequisite: MKT 309 ; upper division CBA course requirement or admission to exercise sport science - sport management. Offered Fall, Spring.