MK - 215 Sales and Sales Management

Credits: 3

Emphasizes the fundamentals of personal selling and how to effectively manage a sales force. It also focuses on the link between the determinants of sales performance and the activities involved in directing, influencing and controlling a sales force. Customer value add, consumer and business buyer behavior, sales negotiation, sales style, flexing, team selling, and other topics are discussed.

Prerequisite(s): MK 201 or MG 100 with junior standing