2023-2024 Academic Catalog [ARCHIVED CATALOG]
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BMKT 1060 - Principles of Selling
Credits: 3
This course is designed to prepare the student for professional selling of products, services, and ideas. It concentrates on the mutual satisfaction of buyers and sellers and the role of the salesperson. Topics studied include the communication process, customer service, sales territory management, and the seven steps in the selling process: prospecting, approach, presentation, demonstration, handling of objections, closing and follow-up. Practical application of these concepts in industrial sales, consumer sales, public service selling, and political campaigns are also studied through case studies, role-playing and student participation exercises.
Prerequisite: None
Prerequisite/Corequisite: None
Corequisite: None
Elective Code(s): BUS
Previous BMK* 106
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