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Mar 14, 2026
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MK 310 - Personal Selling and Sales Management
Credit(s): 3
The purpose of this course is to provide students an overview of marketing’s most vital activity. Personal selling is approached hands-on. Students are given an opportunity to blend communication skills with effective sales techniques. Two major aspects of sales management: sales analysis - sources and trends of revenue, compensation, cost assignment and profits, and territory analysis; and personal decisions - motivation, recruiting, selection and training are covered. Inclass role-playing and video sales presentations are stressed. Customer relationship management (CRM) software is introduced and utilized in course assignments. Appropriate for individuals in all majors who have anything to sell, ranging from selling themselves in a job interview to selling a service like accounting, a product like a computer or an idea such as a political campaign. In addition, students are exposed to the real world of selling through presentations by professionals and outside activities with local organizations.
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