Course Descriptions

MKG 305 - Fundamentals of Selling

(Credits: 3.00)

This course provides a comprehensive approach to the fundamentals of selling, focusing on effective strategies throughout the sales cycle, including identifying customer needs, developing relationships, product presentations and qualifying sales, and closing and servicing a sale. Students will apply these concepts through preparation of sales proposals and presentations.

MKG 310 - Managing Sales Relationships

(Credits: 3.00)

This course is an introduction to aspects of professional sales relationships that affect sales productivity. Participants will be introduced to various patterns for analyzing the dynamics of the professional selling process and customer service which determine the dynamics of sales relationships.

MKG 315 - Psychology of Sales

(Credits: 3.00)

This course provides a practical approach to the key component of the sales effort -- "the close." Emphasis is given to consumer objectives, demonstration strategies, and closing techniques.

MKG 320 - Negotiating Skills in Business

(Credits: 3.00)

This course focuses on the process and practice of effective negotiations in the sales and marketing environment. The impact of negotiating on management and other business practices also is addressed.

MKG 335 - Sales Management

(Credits: 3.00)

This course is designed to prepare prospective sales managers for the challenges they face in corporate sales settings. It deals with the critical impact management has on sales, as well as the effective team-building strategies and leadership skills needed for success in these key positions. Prerequisite: MKG 305 or equivalent.