Course Catalog

MARK3800 - The Psychology Of Selling

Fall 2022

This course introduces the principles of professional selling. The relationship of personal selling to the promotional and marketing mix is studied. The selling process from product knowledge through behavioral skills such as: establishing customer rapport, needs analysis, desire building, objection recognition and response, closing, and follow-up techniques are practiced via role-playing and script writing. Sales personality analysis and professional selling strategies are used throughout to enhance and achieve to sell effectively.
Prerequisites: CSCM1030 (COSK2220) or CSHR1030 (COSK2225), PSYC1010 or PSYC1015 and SOCI1010 or SOCI1020 or SOCI1025 3 Credits
3 Credits

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 M  Monday
 T  Tuesday
 W  Wednesday
 R  Thursday
 F  Friday
 S  Saturday
 U  Sunday

Schedule Book for All Active and Available Future Terms, Course starting with MARK3800
Page 1 of 1
Credits: 3
Days: ONLINE
Location: Moon
Room:
Time: -
Instructor: Moreno
Session: 4 (06/29/2024 - 08/23/2024)
Term: Summer 2024
Prerequisites: CSCM1030 (COSK2220) or CSHR1030 (COSK2225), PSYC1010 or PSYC1015 and SOCI1010 or SOCI1020 or SOCI1025 3 Credits

Credits: 3
Days: M W F
Location: Moon
Room: Business School 205
Time: 01:00-01:50 pm
Instructor: Moreno
Session: 1 (08/26/2024 - 12/13/2024)
Term: Fall 2024
Prerequisites: CSCM1030 (COSK2220) or CSHR1030 (COSK2225), PSYC1010 or PSYC1015 and SOCI1010 or SOCI1020 or SOCI1025 3 Credits