What is the difference between marketing and sales? Do you have a philosophy for sales? What is meant by customer value? How do ethics apply to a sales strategy? This course is an analysis of professional selling practices with emphasis on the selling process and sales management. It prepares students for business-to-business personal selling careers using the latest strategies and tactics in prospecting and qualifying, planning sales calls, approaching prospects, making sales presentations, negotiating resistance, confirming and closing "win-win" agreements, and servicing customers to ensure satisfaction.

EXAMPLE CO-CURRICULAR ACTIVITIES (2-4 PER COURSE)

• Class visits to look at the various sales environment in and around London

COURSE OUTLINE