| Course ID: | MARK 4210E. 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 4210 |
| Nontraditional Format: | This course will be taught 95% or more online. |
| Prerequisite: | MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001E or MARK 3001H |
| Grading System: | A-F (Traditional) |
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| 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 the 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 salespeople
• 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 salespeople |