MRKT 1200 - Principles of Selling

4.5 Credits

Students learn the fundamentals of professional selling theory and relationship marketing practices, including prospecting, planning and techniques to deliver dynamic presentations. This course emphasizes the need for sales professionalism to develop effective strategies to respond to ethical issues that arise in the sales environment, to employ interpersonal communication theory and adapt their selling strategies to diverse customer needs and buyer social styles. Simulations, role-plays and presentations will be utilized to help students learn and execute proven sales process models.

Lecture Hours: 4.5
Lab Hours: 0.0
Internship Hours: 0.0
Clinical or Practicum Hours: 0.0

Course Objectives

Students will learn the day-to-day operations of being a salesperson, such as planning and setting goals, and the possible careers within professional selling.
Students will learn how to strategically manage customers through customer analytics.
Students will learn how to manage the salesperson’s own performance through KPIs (Key Performance Indicators).
Students will learn how to prospect for new customers using methods such as phone, video emails, and social media.
Students will learn how to meet customer needs through asking effective questions, resolving concerns, and creating individualized value.
Students will learn how to give product demonstrations and create product proposals.
Students will learn how to negotiate effectively, close deals, and manage customers post-purchase through account management.

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