Michael S. Eguchi
Focuses on selling from salesperson's perspective, role of persuasion in professional selling and other organizational settings. In addition to coursework in such areas as consumer behavior, negotiation, and communication, students practice sales skills in role plays, presentations, and other exercises requiring practical application of selling theory. Prerequisite: MKTG 301. Offered: AWSpS.
The introduction of the foundation principles and concepts of sales and its strategic role in today's business environment. A culminating sales role play will allow students to practice what they have studied.
Student learning goals
1. Persuasive communication skills. 2. An executable skill set that can be readily implemented. 3. How selling fits into the marketing concept.
General method of instruction
Lecture, class discussion, role-playing, guest speakers and real world examples will facilitate the student learning experience.
Read assigned materials and submit written assignments on time.
Class assignments and grading
See the course BLACKBOARD website.
Total possible points = 1000. See Syllabus and other related documents at the course BLACKBOARD website.