MKT 318 Personal Selling Skills
A key factor for success in the business world is the ability to sell products, services, personal capabilities, ideas and/or solutions to problems. For example, upon graduation, obtaining a job in the profession of choice will be a top priority. The success or failure of this process will depend on the ability to sell a prospective employer on one’s abilities to meet a company’s needs and adapt to a company’s culture. This course will focus on understanding and practicing the consultative selling process. Students will gain an understanding of the selling process, including prospecting, preparing, presenting, determining objections, handling objections, and closing a sale. The course will consist of learning sales principles and practicing these principles thru role-playing.