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.
Session, Dates: 1 (08/26/2013 - 12/14/2013)
Time: 06:00 - 08:50 pm
Location: Moon Campus
Room: Sewall Center 305
Seats Available: Course Full, Choose another
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.
Dean R. Manna, Ph.D.
University Professor of Marketing
Massey Hall 225