BUS 309 Professional Selling and Sales Management

Provides students with an overview of the theory and practice of professional selling and sales management with an emphasis on the business-to-business selling environment. The selling process is presented, including prospecting, sales call planning, the approach, the presentation, negotiation, closing, and after-sale follow-up and service. Sales management topics include strategic planning, organizing, directing, controlling, motivating, compensating and evaluating the sales force.

Credits

3

Prerequisite

BUS 202, minimum of 45 credits completed

Offered

Cycled course offered every other year