MKTG 3343 - Selling and Sales Management

Credits: 3 Spring

A study of models of buyer behavior and the communication process in the buyer-seller setting. Includes development of the appropriate selling strategies and tactics from the first step of prospecting by the salesperson, through the sales approach, presentation and handling of objections, to the closing of the sale. Examining the primary tasks of managing the sales force.

Prerequisites: MKTG 3303 or instructor permission.