MKT 140 - Personal Selling and Sales ManagementSemester Hours: 3
Fall, Spring
Overview of selling and sales career. Personal selling process, sales strategy, salesperson performance, and sales management. Specifically, the course topics include prospecting, qualifying, approaching, presentation, closing and follow-up; the role of social media and digital technology on selling; account targeting, buyer-seller relationship, the omnichannel sales strategy; factors that affect salesperson performance, outcome assessment, sales metrics and sales analytics; recruiting, training, motivation, leadership, evaluation, and compensation; the relationship of sales to other marketing functions; ethical issues, global selling, and virtual communications within the selling context
Prerequisite(s)/Course Notes:
MKT 101 and junior class standing or above.
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