MKTG 3720: Personal Selling [BBA] (3)

Lecture: 3, Lab: 0, Other: 0

The course will emphasize the role of personal selling within organizations, and its relationship to the marketing communications mix. Topics covered include prospecting, pre- approach planning, building the sales presentation, making the presentation and handling objections, and follow-up after the sale. Of particular focus will be the functions performed by salespersons and the use of various types of sales presentations. Managerial aspects of building and evaluating sales force performance are also included. Students will prepare and deliver a sales presentation. Pre-requisite: MKTG 3700 and the successful completion of ACCT 2101, ACCT 2102, ECON 2105, ECON 2106, ENGL 1102, and MATH 2040 with a C or higher in each; at least 2.1 Cumulative GPA; at least 2.0 Institutional GPA.