MKTG 4800 - Personal Selling


This course is designed to provide the basic concepts and theories involved with developing and maintaining personal exchange relationships. Students participate in experiential exercises and selling role-playing to develop an understanding and appreciation of the skills required in being a successful salesperson.

Upon successful completion of the course students will be able to:

  1. Demonstrate an understanding of the nature of a professional sales job.
  2. Identify ethical issues that sales professionals may face.
  3. Demonstrate an understanding of how to prepare a sales presentation by emphasizing benefits that interest a potential buyer.
  4. Identify a variety of techniques to handle a potential buyer's objections.
  5. Demonstrate an understanding of the variety of closing techniques that will increase the likelihood of making a sale.

Credit Hours

Business Administration


  • Marketing 3800: Principles of Marketing

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