Professional Selling and Customer Relationship Management
MARK 4210E
3 hours
Professional Selling and Customer Relationship Management
Course Description
Development of professional selling skills through experiential learning emphasizing persuasive communication, adaptive selling, and professionalism. Topics include prospecting, needs discovery, presenting, objections, closing, and negotiation. Role-plays and industry-judged sales competitions reinforce sales concepts, prepare students for leadership and career success in sales.
Athena Title
Professional Selling
Equivalent Courses
Not open to students with credit in MARK 4210
Non-Traditional 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)
Student learning Outcomes
Students will describe career opportunities and roles in sales.
Students will identify key elements of persuasive communication in selling.
Students will demonstrate the steps of the sales process.
Students will conduct a consultative sales meeting using effective selling techniques
Students will apply adaptive selling and persuasive communication techniques.
Students will demonstrate professionalism and recognize ethical considerations in sales interactions.
