3840
(384) Personal Selling.
Three credits. Prerequisite: MKT 3820.
Principles, problems, and role of personal selling in the business
environment. Buying motives, persuasion techniques, and steps
of selling process are considered as they relate to different
types of sales activities and products.
4800
(480) Sales Management.
Three credits. Prerequisites: MKT 3820 and 3840.
Management functions as applied to field sales force. Includes
sales organization structures, selection and training of sales
personnel, sales compensation, supervision and stimulation of
the sales force, and evaluation of sales performance.
4850
(485) Advanced Selling.
Three credits. Prerequisites: MKT 3820 and 3840.
The sales function as it relates to business-to-business selling
and strategic relationship development. Topics include relational
selling, account management, negotiation, team selling, handling
conflict and ethical dilemmas, and selling to buying committees.
Learning through interactive lecture, role plays, and sales force
automation software.
4950
(495) Marketing Internship.
One to three credits. Prerequisites: Marketing major with
senior standing and an overall grade point average of 2.50.
Student is affiliated with an organization on a part-time basis
to develop knowledge and experience in the practical application
of marketing principles to actual business problems in a non-classroom
situation. Can be applied toward the student's degree requirements
only upon approval of the department chair.
