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Areas of Study

MKT220 Intro to Personal Selling

Lead Faculty: Dr. Mary Beth McCabe

Course Description

Overview of the elements of success in sales, including researching products and competitors, handling objections, making sales through in-person interviews or over the phone, identify different types of customers and how to sell best to each type, and selling to corporations.

Learning Outcomes

  • Identify the characteristics and tools to become a good sales person.
  • Comprehend the different steps to close a sale.
  • Apply the techniques to close a deal with various types of clients.
  • Recognize the components for a successful negotiation.

Prerequisite