MARK3800-A The Psychology Of Sales (Fall 2020)

Course Details

Session, Dates: 1 (08/31/2020 - 12/18/2020)
Days: T R
Time: 11:00 - 12:15 pm
Location: Moon Campus
Room: Business School 106
Seats Available: 1 Seat!
Credits: 3
Virtual Rotation (details)

Course Description

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

About the Instructor(s)

Jill A. Kurp (Maher), Ph.D.
Department Head, Marketing

University Professor of Marketing
412-397-6365 phone
412-397-2172 fax
Massey Hall 230