BUS 565 (M1) - Selling and Sales Management

Selling and Sales Management

Manchester   UNH-Manchester :: Business
Credits: 4.0
Term: Spring 2020 - UNHM Credit (01/21/2020 - 03/07/2020)
Grade Mode: Letter Grading
Class Size:   12  
CRN: 56897
The sales and selling management (SSM) course covers both the strategies, and the tactics, 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, negotiating 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 BUS 610 is encouraged. No credit earned if credit earned for BUS 675 if listed as Selling and Sales Management.
Section Comments: Meets in class. Exams online.
Equivalent(s): ADM 565
Only listed campus in section: Durham, Manchester
Colleges not allowed in section: Paul College of Business&Econ
Only listed classes in section: Junior, Senior
Attributes: Online with some campus visits, EUNH
Instructors: STAFF

Times & Locations

Start Date End Date Days Time Location
1/24/2020 3/6/2020 F 9:01am - 3:50pm PANDRA P514