MK 157 Professional Selling and Sales Management (Fall: 3)
Prerequisite:
MK 021
The selling profession is experiencing substantial change, reflecting in
part the emergence of a global economy and the turbulence of the marketplace
caused by mergers and leveraged buyouts. There is a growing recognition
that salespeople need greater expertise. Methods that were successful in
the past are giving way to new and demanding disciplines. This course first
teaches the principles of selling, then concentrates on a sales operating
system that emphasizes the need for setting sound sales strategies and practicing
good sales tactics.
John Westman
Last Updated: 28-JAN-09