MAR-201: Dynamics of Selling

Course Description

This course focuses on the factors involved in effective selling. It provides conceptual and hands-on practical guidance using both models and frameworks that support the sales planning process combined with role-playing scenarios. Emphasis is on the development of the sales mindset, sales/sales call planning, and sales execution for both the sales professional or business owner. Topics include understanding buyer personalities and communication preferences, the B2B and RFP buying process, application of psychological and persuasive selling techniques, methods of conducting the sales presentation, and territory/account structure and management.

Prerequisites

BUS 104 OR BUS 110 with a C or better.

MAR-201 Sections for Fall 2024

With the following scheduling option(s)

1 section available.

MAR-201, Section SL1

CRN #13048
Dynamics of Selling-SV
Online/Virtual Campus (asynchronous)

Instructor(s)

Kathleen Borbee

Scheduled Meeting Times

TypeLocationDate(s)Day / Time
LectureOnline
Aug 26th, 2024 – Dec 16th, 2024N/A
Type Lecture
Location Online
Date(s) Aug 26th, 2024 – Dec 16th, 2024
Day / Time N/A