MKTG 342 - Sales Management

2018-2019 Catalog Year

Credit(s): 3
Lecture: 3
Non-Lecture: 0
The objective of this course is to introduce students to the Strategic Selling Model, a fact-based solution selling process developed by CDI Education (Determine, Dialogue, Develop and Deliver) that will provide them with the basic fundamentals of effective salesmanship through a combination of class lectures/discussions, situational role playing and guest lectures. Recent research has revealed important changes in how sales professionals must perform in order to be successful in this rapidly changing business environment. This change focuses on knowing the customer’s business, communicating with the customer about short- and long-term needs, and together developing solutions to meet those needs.

Prerequisite(s): MKTG 331
Offered: Every spring
Restricted to: School of Business majors. Others may seek permission from the School of Business.