MKT 335 Personal Selling and Sales Management
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This MKT 335 Personal Selling and Sales Management course develops an understanding of the functions and methods employed within the management of sales persons as applied to industrial, institutional and retail markets. Students gain an understanding of how personal selling fits into the general marketing mix and marketing strategy of a firm. Sales administration is going to be studied through its purposes of designing, selecting, delegating, recruiting, motivating, budgeting, compensating, training, and estimating salespersons. The above stated course develops an understanding of the role of private selling within the context of the marketing function and therefore the organization, also because of the process of selling products/services to businesses. The MKT 335 Personal Selling and Sales Management course develops key selling skills, namely listening, questioning, understanding, presentation, objection handling, closing, and relationship-building. Applications include critiques of selling activities in cases and videotapes, selling during a role-playing exercise, and a selling decision-making simulation.
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