MARK3800-L1 The Psychology Of Selling (Spring 2024)
Course Details
Section will be taught totally online with no scheduled class meetings. Students must arrange for daily access to a computer and the Internet prior to the start of classes. Robert Morris labs are to be used only as a backup in special situations and may not be relied upon for extended periods of time. In addition to the Internet link, online classes have a large emphasis on email. All messages from the instructor and other information regarding online classes, including user ids, passwords, and login instructions will be sent to your Robert Morris University email account. Visit http://rmu.blackboard.com/ for more information.
Session, Dates: 4 (03/09/2024 - 05/03/2024)
Days: ONLINE
Time: -
Location: Internet/Online
Room:
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: CSCM1030 (COSK2220) or CSHR1030 (COSK2225), PSYC1010 or PSYC1015 and SOCI1010 or SOCI1020 or SOCI1025 3 Credits
Prerequisites: CSCM1030 (COSK2220) or CSHR1030 (COSK2225), PSYC1010 or PSYC1015 and SOCI1010 or SOCI1020 or SOCI1025 3 Credits
Course Materials
Visit the Bookstore. Click for required materials for this course.About the Instructor(s)
Gabriel Moreno, Ph.D.
moreno@rmu.edu
412-397-6371 phone
Massey Hall 212
Profile
Assistant Professor, Marketing and Sales
Marketing
Interim Call Center Supervisor and Sales Coach
Marketing
moreno@rmu.edu
412-397-6371 phone
Massey Hall 212
Profile