Personal Selling and Sales Management
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This class is designed for all marketing majors and those students who are planning a career in professional sales. The course focuses on both personal selling and sales analytics. Students will learn how to communicate with prospective customers to understand their needs, match those needs with the appropriate product or service and present an effective sales presentation. In addition, students will develop an in-depth understanding of how to analyze and report on sales data using Microsoft Excel. Lectures, role-playing exercises, mock sales calls, class exercises (using salesforce.com), and case studies are used to reinforce the text. Topics also include the social, ethical and legal issues in selling; handling objections; and closing deals.