Selling and Sales Management

This course provides an overview of professional selling and sales management in the context of business-to-business marketing. This course examines the selling process from planning sales calls and prospecting to closing the sale. Sales management topics include sales training, sales and market forecasting, incentives and motivation, ethical and legal issues in selling, and building long-term relationships. Role playing and other techniques are used to develop the student's communication skills. Case studies or other written assignments will examine issues of managing the selling function.