MARK3800-A Sales Strategies and Technique    (Fall 2013)

Course Details
Course Description
About The Instructor

For additional course information, First Class requirements, syllabus, etc., check the About The Instructor section for a link to a Faculty Website.

Course Details

Session, Dates: 1 (08/26/2013 - 12/14/2013)

Days: T R

Time: 09:30 - 10:45 am

Location: Moon Campus

Room: Hale Center 207

Seats Available: Course Full, Choose another

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: MARK3100, COSK2220 or COSK2225, PSYC1010 and SOCI1010 or SOCI1020

About The Instructor

Dean R. Manna, Ph.D.
University Professor of Marketing
 Marketing

manna@rmu.edu
412-397-6366 phone
412-397-2172 fax
Massey Hall 225

Profile

For additional course information, First Class requirements, syllabus, etc., check the About The Instructor section for a link to a Faculty Website.



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