MARK3800-B The Psychology Of Sales (Fall 2020)
For additional course information, First Class requirements, syllabus, etc., check the About The Instructor(s) section for a link to a Faculty Website.

Course Details

Session, Dates: 1 (08/31/2020 - 12/18/2020)
Days: T R
Time: 12:30 - 01:45 pm
Location: Moon Campus
Room: Yorktown Hall FRS
Seats Available: No Seats 1 Waiting
Credits: 3

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)

Dean Manna, Ph.D.
Director, Center for Sales Excellence
Marketing

University Professor of Marketing
Marketing

Coordinator, Student Assistance, Marketing
Marketing

manna@rmu.edu
412-397-6366 phone
412-397-2172 fax
Massey Hall 
Profile