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Sep 26, 2024
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MKT 4220 - Applied Selling 3 Credits (3 Contact Hours)
This course builds on introductory selling courses to focus on real-world application of complex selling principles such as B2B buyer behavior, interpersonal communication, sales planning, presentations, team selling and sales leadership. Students visit industry sites to get an up-close perspective of these frameworks in contemporary sales contexts. Additionally, a large portion of the class is dedicated to role play practice and preparation for sales competition(s). At the end of this course, students are able to identify potential customers, perform problem discovery, develop innovative solutions and present effectively while coordinating relationships within selling and buying organizations. May be repeated for a maximum of six credits. Preq: MKT 4200 and consent of instructor.
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