Summer-time view of the Center for Communications and Engineering on the Mount Carmel Campus.

Professional Selling and Sales Management

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(3 cr.) The study and application of skills required to sell products, services or ideas. Emphasis is on the development of an effective sales presentation focusing on the needs of the consumer or organization. The course stresses the importance of knowing the company and its products as well as the selling environment and customer. In addition, the issues involved in managing a sales force are addressed. These include sales planning and forecasting, selection, recruitment, training and compensation of salespeople and integration with other elements of the marketing mix. Prerequisite: MK 201., As Needed


Spring 2020

Section 01

  • Instructor
  • Blaine Branchik, Ph.D
  • Days
  • T,TH
  • Time
  • 5:00 pm - 6:15 pm
  • Location
  • Lender School of Business Room 123