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Mar 10, 2025
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MKT 446 - Personal Selling (3 units)
Learn principles and skills for practical application to selling situations. Develop skills in negotiation, communication, presentation, writing, critical thinking, conflict resolution, relationship management, and ethical decision making.
Prerequisite(s): MKT 210 .
Grading Basis: Graded
Units of Lecture: 3
Offered: Every Fall
Student Learning Outcomes
Upon completion of this course, students will be able to:
1. demonstrate an understanding of how personal selling fits into the marketing “toolbox.”
2. describe the difference between traditional transaction-based selling and relationship-focused sales.
3. recognize the importance of building trust in a client - salesperson relationship and understand how trust is earned.
4. demonstrate an understanding of why ethics is a major component in sales to maintain high standards of professional conduct.
5. explain the different steps in business-to business buying process.
6. describe the processes used in identifying client needs and methods to sell solutions.
7. demonstrate an understanding of why prospecting is the most important yet often the most challenging task for salespeople.
8. demonstrate an understanding of the negotiation and closing process of a sale.
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