| Course ID: | MARK 4210. 3 hours. |
| Course Title: | Professional Selling and Customer Relationship Management |
Course
Description: | Examination of the theory and practice of salesmanship. Focus
is on developing and maintaining customer relationships,
professional selling, understanding organizational buying
behavior, customer opportunity analysis, problem
identification, needs assessment, value analysis, and value-
based selling. Both analytical and sales/selling skills are
developed. |
| Oasis Title: | PROFESS SELLING |
| Duplicate Credit: | Not open to students with credit in MARK 4250 |
| Prerequisite: | MARK 3000 |
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 |