MSM 580 Foundations of Professional Sales
In business, nothing happens until somebody sells something. This course studies the art, craft, and practice of professional selling. We will emphasize learning how to persuade in trust-based selling. We will also review process & strategy, messaging, buyer behavior, and customer-centric sales techniques. The purpose of this course is to introduce students to professional selling and the many different sales orientations, career paths, roles, and responsibilities. This course will focus on providing service to customers, handling difficult customers, and the role of ethical behavior in the relationship-building process. Finally, we will focus on how to prepare for and secure a career in sales or in any field.
Prerequisite
Open to Master of Science in Management students in the School of Business & Economics; other students must secure department permission to enroll