Jul 18, 2024  
2012-2014 Undergraduate Catalog 
2012-2014 Undergraduate Catalog [ARCHIVED CATALOG]

MK 4400 - Personal Selling and Sales Management

Assess your own behavioral style and how to adjust it in order to influence others to accept your ideas. Learn the different ways of attracting and retaining customers. Discover how to obtain information from potential customers and use it to create a persuasive and dynamic sales presentation. Use the spin technique so that your customers handle their own objections and close their own sales. This is an experientially based course designed to improve all of your selling skills.

Prerequisite: MK 3000 , senior standing, and marketing concentration or instructor approval.