MKTG 435 - Professional Selling and Sales Management

Class Hours: 3
Lab/Discussion: 0
Credits: 3

Prerequisite: MKTG 320
Introduces the role and nature of modern personal selling in marketing. Theory and practice of personal selling process, sales planning, delivering sales presentations, and relationship marketing are emphasized. Basics of managing sales force including territory management, recruiting, training, and compensating sales force are also covered.