Professional Selling and Customer Relationship Management
MARK 4210E
3 hours
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.
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
Upon completion of this course, the student should understand what selling really is.
Upon completion of this course, the student should be able to analyze the integration of this function within a company’s structure.
Upon completion of this course, the student should understand why and how organizations make buying decisions.
Upon completion of this course, the student should be able to analyze the prerequisites of successful selling which relates quality and customer service to the customer retention.
Upon completion of this course, the student should understand the importance of long-term relationships with customers.
Upon completion of this course, the student should be able to effectively work on a team and understand the relationship of teambuilding to the partnering concept.
Upon completion of this course, the student should develop critical sales communication skills.
Upon completion of this course, the student should 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)
