MARK 2500: Selling Skills & Communication
| Course Format | Lecture 4.0 h + Seminar 0.0 h + Lab. 0.0 h |
| Credits | 3.0 |
Course Description
Students explore the principles of professional selling focussing on relationship and needs-based selling. Topics include understanding customer and sales representative behaviour and communications in a selling environment as well as prospecting, preparing different forms of presentations, handling objections, building a sales plan, and employing various closing techniques. Students will be introduced to Customer Relationship Management software.
Students will apply their selling skills in a final project that is relevant to the financial or professional sales industry.
Students will receive credit for only one of MARK 1200 or 2500.
Prerequisite(s): A minimum "C-" grade in MARK 1115.
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