BUA 374 - Personal Selling and Sales Management

An overview of professional selling, with an emphasis on the sales process, and an understanding of sales management. It is designed for the student to gain a greater appreciation, understanding, and respect for sales, especially the concept of relationship selling, and the techniques, policies and challenges involved in managing a sales force. The student will also gain a better understanding of how sales fits into the overall marketing function and the organization as a whole.

Prerequisites: A grade of C- or better in BUA 270.

Course Typically Offered: Variable

Credits: 3