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MKTG 3157 Professional Selling and Sales Management (Fall: 3 )


Course Description

Two fundamentals of business: someone must get the goods and services out the door, and someone must get the cash to come in the door. Sales is the function that does the latter. It, and its management, will be covered in this course. We will study the art of persuasion, modern day Rhetoric in actual practice. The discipline will be addressed biologically. We will dissect real industry practitioners when they visit class, and actual sales calls in the field as a research paper. Upon course completion, students will have a complete understanding of both the selling and sales management process.


Instructor(s): Jack Falvey and John Westman

Prerequisites: MKTG1021 or MKTG1031

Cross listed with:

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Last Updated: 08-Jun-15