Dynamics of Selling

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. Three class hours. Prequisite: BUS 104 with a C or better.

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MAR-201 Sections for Fall 2021

With the following scheduling option(s)
With the following course attribute(s)

1 Section Offered

MAR-201, Section SL1

CRN #13048
SUNY Learning Network (Online)


Kathleen Borbee

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Scheduled Meeting Times

TypeLocationDate(s)Day / Time
Aug 26th, 2021 – Dec 23rd, 2021N/A
Type Lecture
Location Online
Date(s) Aug 26th, 2021 – Dec 23rd, 2021
Day / Time N/A
***Instructor permission is required to register for SLN (online) sections as of one day before the official class start date. Please contact the instructor directly. No permission is necessary prior to that date.***