BUSERV 1955 - PRINCIPLES OF SELLING

Minimum Credits: 3
Maximum Credits: 3
Examines aspects of personal selling and the links between the seller and the buyer. The establishment of rapport through the development of interpersonal skills and the translation of company or self-objectives into decisions that motivate the sales force are included. Methods of recruiting and selecting the salesperson, training the salesperson, problems of evaluation, establishing personal credibility, handling objections, closing a sale, establishing one's personal goals, and objectives and procedures for self-management are included.
Academic Career: Undergraduate
Course Component: Lecture
Grade Component: Letter Grade

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