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University of Pittsburgh-Johnstown
University of Pittsburgh Johnstown    
2021-2022 Johnstown Campus Catalog 
    
 
  Feb 25, 2024
 
2021-2022 Johnstown Campus Catalog [Archived Catalog]

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MRKT 1645 - SALES MANAGEMENT


Minimum Credits: 3
Maximum Credits: 3
This course begins with an introduction to the field of sales and sales management. We will explore ethical issues in selling and some specific communication principles related to the sales function. You will then learn the elements of the sales cycle from determining who to call, to planning the sales call, to actually making the sales call and completing follow up activities. Time will be devoted to learning how to respond to objections and developing your negotiating skills. You will have the opportunity to put these skills into action through a series of role play exercises.
Academic Career: Undergraduate
Course Component: Lecture
Grade Component: LG/SU3 Elective Basis
Course Requirements: PREQ: MRKT 0600


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