MKT 220 Principles of Selling

Fall

This course examines the selling function and its role in marketing. As a form of persuasive communication, the principles and techniques of selling can be used to build both personal and professional relationships. Students will gain an understanding of key factors important to success in the field including, but not limited to, the sales process, customer need identification, the buying center, verbal and non-verbal communication signals, and techniques related to negotiation, overcoming objections, and gaining commitment. Students will actively practice the selling process through exercises, role plays, challenges, sales scenarios, and projects. Prerequisite:

MKT 100

3 credit hours