COMM 3409

This course is designed to provide an understanding of the tasks and problems facing today's sales professionals and sales managers and to familiarize one with current personal selling and sales force management practices. Specifically, this course provides an exposure to personal selling concepts, techniques and procedures used in buyer-seller relations such as prospecting, sales call planning, negotiation skills, overcoming obstacles, persuasion and closing skills. It also covers sales management topics including the organization of the sales force, personnel management, selection, sales training, motivation, compensation, evaluation and supervision, budgets, quotas, territories and sales control. Sales role-plays, mock sales presentations, case studies and classroom discussion are used to extend the basic text material and examine other points of view.