MKT440A Sales Techniques & Methodology

Lead Faculty: Dr. Kamlesh Mehta

Course Description

A survey of the essential principles of salesmanship and selling techniques, the course includes the approach to non-manipulative selling and benefit identification. Also covered is how to identify the right market segment, prospect, and plan for personal selling. It introduces direct selling and provides exercises that enhance the direct selling process

Learning Outcomes

  • Explain the impact of the Internet the selling process.
  • Describe the characteristics associated with successful salespeople.
  • Explain the impact of the Internet the selling process.
  • Identify a target market and set up a prospecting plan for diverse markets market.
  • Describe the common closing techniques in sales.
  • Describe time and territory management issues related to personal selling.
  • Discuss the fundamentals of planning a sales call.
  • Examine current legal and ethical standards of practice in personal selling.
  • Demonstrate a clear understanding of major marketing concepts in writing and orally using proper business communications techniques.
  • Demonstrate the ability to use on-line resources to research and prepare written and oral assignments.