BUS 375 Personal Selling & Sales Mangm

This course examines the behavioral approach to selling products and/or services and building long-term customer relationships. Discussion includes the development and implementation of the sales process, itself, and then moves on to the management of the modern professional sales force. Topics include: steps in the sales process, psychological and social factors necessary for effective selling, sales force recruitment, selection, placement, training, compensation, motivation, and evaluation; establishing sales territories; and coordinating the personal selling effort with the overall marketing program. Prerequisite: BUS 253.