BUS 565 (M1) - Selling and Sales Management

Manchester   UNH-Manchester :: Business
Credits: 4.0
Term: Summer 2017 - UNHM Credit (07/05/2017 - 07/21/2017)
Grade Mode: Letter Grading
Class Size:   10  
CRN: 70937
The sales and selling management (SSM) course covers both the strategies, and the tatics, of selling, from the wide-ranging perspectives of sales people and customers. Management topics include: motivation and behavior, sales methodologies, channel optimization, recruiting and selecting representatives, training, compensation, and evaluation. Class also covers in-depth through the class practice sales tactics such as: prospecting and sales call planning, communicating the sales message, neogitating for win-win situations, overcoming objections, closing the sale, and follow-up management. Reflecting the nature of practice selling, the SSM course is offered in a short series of longer days. Prereq: none, but BUS 400 or 610 is encouraged. No credit earned if credit earned for BUS 675 if listed as Selling and Sales Management.
Equivalent(s): ADM 565
Only listed classes in section: Junior, Senior
Instructors: STAFF

Times & Locations

Start Date End Date Days Time Location
7/6/2017 7/20/2017 TR 9:01am - 5:00pm PANDRA P514