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May 04, 2024
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2022-2023 College Catalog [ARCHIVED CATALOG]
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MK 213 PRINCIPLES OF SALES MANAGEMENT
Students preparing for business in developing the ability to sell goods and services. The course includes selling as a career, stresses the importanceof personal preparation for effective selling through the salesperson’s understanding of self, product, and customer, discusses application of the behavioral sciences to selling situations, instruction in how to use selling techniques, including securing and opening the sales interview, holding interest, securing conviction, handling objections, ending with closing the sale. Problems drawn from actual sales transactions. 3 Credits. Prerequisite: MK 103 Principles of Marketing
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