Instructor Info:

Melanie Meyer
(408) 855-5019
Email: melanie_meyer@wvm.edu

About the MKT 040 Course:

This course presents the principles and practices of professional selling.  Emphasis is placed on information, skills, and attitudes. Credit/No Credit Option.

Student Outcomes:

At the end of this course you should be able to

• Demonstrate the relationship selling process.
• Handle objections.
• Deliver a basic sales presentation.
• Close a sale.
  

Fall 2008 Orientation:
Saturday, September 6 from 2:30-4pm in Room N2-501.

"Getting Started" - More info

This is a completely online class -  all exams will be completed online.

Materials Required:

• Text:  Selling Today, 10ed. Manning/Reece, 2007.  ISBN# 0131866834 or purchase an etext online (search by ISBN).
  
• Access to the Internet 

• How selling relates to marketing
• Ethics and personal selling
• The psychology of selling:  why people buy
• Communication skills required for selling
• Elements of a great sales presentation
  
• Prospecting
  
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• Closing
  
• Service and follow up for customer retention
• Planning, staffing and training successful sales people
• Selling as a profession.