MK 157 Professional Selling and Sales Management (Fall: 3)
Prerequisite:
MK 021
Two fundamentals of business: someone must get the goods and services out
the door, and someone must get the cash to come in the door. Sales is the
function that does the latter. It, and its management, will be covered
in this course. We will study the art of persuasion, modern day Rhetoric
in actual practice. The discipline will be addressed biologically. We will
dissect real industry practitioners when they visit class, and actual sales
calls in the field as a research paper. Upon course completion, students
will have a complete understanding of both the selling and sales management
process.
Jack Falvey
Last Updated: 20-FEB-13