BUSN 0266 - Principles of Selling

3 Credit Hours

This course is a comprehensive introduction to the principles of selling and the role of the professional salesperson in the marketing process. It includes the characteristics and skills necessary for success in sales; techniques for identifying sales prospects and qualifying buyers; the importance of relationship building, product knowledge, and post sales service in long-term, consultative style selling; territory and sales management; and selling in the global marketplace.

Pre-requisites: None. Effective Spring 2005, if you are a Business major, you must have a “C” or better in all business courses to meet the requirements of the business degree program.