MKTG-3100 (3) Fundamentals of Professional Selling

Explores the principles and methods of professional salesmanship with a focus on sales processes, best practices and frameworks used to organize sales efforts. Structured to include involvement from working sales professionals. Topics covered include: the role and value of professional selling in the marketing mix, ethical sales practices, sales quotas and compensation, effective sales communication, prospecting and funnel management, overcoming objections, professional sales closure and negotiation techniques. Requisites: Restricted to Business (BUSN) majors with 52-180 units completed.