University’s Core requirement + the following three courses, one of which is new:
MKTG 305/MKTG 310: To provide an overview of the marketing process, and articulate the role of the sales force in the marketing mix. Offered every semester.
Two courses specific to professional selling skills and sales management, as described below.
MKTG 400: PROFESSIONAL SELLING SKILLS (Pre requisite 305/310)
Course Description: This course surveys the practice of professional selling steps in a logical and orderly sequence. The course covers an assortment of selling skills such as listening, communications, handling objections, and closing. Students are taught that successful salespeople learn to be a helper, a problem solver and an advisor to the customer. The successful salesperson will unselfishly persuade a prospective customer to buy a good, a service or an idea that benefits the customer. Finally, the course will provide the student with an understanding of how the function of professional selling fits into the overall marketing mix. The content of the course will include lectures, case discussion, and role-plays. Offered very Spring semester.
Selling Today: Gerald Manning, Michael Ahearne, and Barry L. Reece, Pearson, XIII Edition.
MKTG 425: SALES FORCE MANAGEMENT (Pre requisite 305/310) This course provides an overview of the concepts and tools relevant to sales force management, which will help sales professionals better conduct their jobs, and ultimately, help with career advancement. Offered every Fall semester.
Sales Force Management: An Analytical Approach, Kissan Joseph, McGraw-Hill Custom Create, II Edition.