MARK 6321 Professional Selling and Negotiation
This class introduces the student to the basic concepts involved in professional selling in a Business to Business setting. Skills such as building rapport, planning the call, active listening, effective questioning, overcoming objections, and closing the sale are addressed. Students apply the sales process through the use of experiential exercises and role-plays. Basic negotiation skills and dealing with emotions in negotiations are covered as well.
Offered
Fall