This course provides the fundamental skills, tools and processes of professional selling. The focus is on “relationship” and “need-satisfaction” selling in a business-to-business environment. Through experiential exercises, practical applications and discussions students develop, deliver and evaluate a wide range of selling methods and presentations. This course is ideal for people in business who want to enhance their selling skills, people new to a sales role, and salespeople at any level who do not have formal training in the field. To be successful in this course, students must be able to communicate well in English.
$504.19 - $512.76 See individual course offerings below for actual costs.
***This is not a self-paced course. There will be specific timelines for assignments and exams.*** Course content, kind and quality of assignments and general standards for this online course are the same as classroom courses. To be successful in our online courses, plan to spend 7-10 hours per course each week on your studies, starting Week 1. Our courses are paced and highly interactive with participation requirements weekly. Frequent contributions to asynchronous (not real time) online discussions are required to achieve a passing final grade. You must have an email address and access to a computer capable of downloading basic documents. Important course information will be sent to you prior to your course start date. Check your myIZUNA email account to access this information.
Important course information will be sent to you prior to your course start
date. Check your myIZUNA email account to
access this information.
This course offering is full. Please check back next term or subscribe to receive email updates.
Upon successful completion, the student will be able to:
Explain the role of personal selling in a business-to-business environment.
Describe the characteristics, knowledge and skills necessary to be a successful salesperson.
Explain the steps in the sales process, and apply effective methods involved with each step.
Develop a persuasive sales presentation.
Deliver a persuasive sales presentation.
Evaluate a sales presentation.
Develop strategies for dealing with ethical challenges in a variety of sales contexts.
Effective as of Fall 2016
MKTG 1219 is offered as a part of the following programs:
No information on books is currently available for Fall 2019 offerings of this course.
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