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: Exams are online
Colleges not allowed in section: Paul College of Business&Econ
Only listed classes in section: Junior, Senior
Attributes: Online with some campus visits, EUNH
Additional Course Details:
All majors are welcome who see themselves needing exposure to selling techniques and differing customer types for professional development. This course is mostly a workshop where selling is not just studied but practiced, observed and honed in. a supportive, developmental setting.