The course is designed to provide the student with an overall view of the professional selling functional area. Students come to understand the role of personal selling in marketing, in society and its application within organizations. Topics include: The Field of Selling, Building Professional Relationships, The Buying Function, The Selling Function, Negotiating, Strategic Planning & Sales Management, Designing Sales Territories, Sales Human Resource Management, Social, Ethical & Legal Issues in Selling. Students are expected to participate in role play and simulated selling situations.
Prerequisite: BBUS 343