| Course ID: | MARK 4210. 3 hours. |
| Course Title: | Professional Selling and Customer Relationship Management |
Course
Description: | Explores the theory and practice of professional selling
through extensive role-play, face-to-face, and recorded
presentations in the sales lab. Focuses on developing and
maintaining customer relationships, understanding
organizational buying behavior, customer opportunity analysis,
problem identification, needs assessment, and value analysis.
Both analytical and interpersonal skills are developed. |
| Oasis Title: | Professional Selling |
| Duplicate Credit: | Not open to students with credit in MARK 4210E |
| Prerequisite: | MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001E or MARK 3001H |
Semester Course
Offered: | Offered every year. |
| Grading System: | A-F (Traditional) |
|
| Course Objectives: | Upon completion of this course the student should:
• Understand what selling really is
• Be able to analyze the integration of this function within a
company’s structure
• Understand why and how organizations make buying decisions
• Be able to analyze the prerequisites of successful selling
which relate quality and customer service to customer
retention
• Understand the importance of long term relationships with
customers
• Be able to effectively work on a team and understand the
relationship of teambuilding to the partnering concept
• Develop critical sales communication skills
• Be able to develop and present an effective sales
presentation |
| Topical Outline: | • Introduction to selling and sales people
• Analyzing customer opportunities
• Understanding and performing a value analysis and needs
analysis
• Prospecting
• Planning the sales call
• The ethics of selling and legal issues
• Buying behavior and processes of organizations
• Leadership and team building skills
• Actual sales process (Professional selling skills PSS)
• Types of selling options
• Sales training
• Managing time, territory, and your sales career
• Sales measurements
• Selling opportunities on a global basis
• Behavioral adaptability of sales people |