MKTG 366 - Professional Selling, Ethics and Customer Relationship Management

Description
This course places a strong emphasis on professional selling practices, ethical conduct, and Customer Relationship Management (CRM) in sales activities. It explores the creation of long-term organizational value through customer relationships while examining the evolution of the sales profession. Market analysis methods for identifying growth opportunities and key customer segments are covered extensively. Furthermore, significant attention is given to customer-centric selling techniques, including relationship building, needs analysis, and comprehensive CRM strategies. The course also addresses vital aspects of managing a sales team, encompassing organizational structuring, sales forecasting, recruitment, training methodologies, performance evaluation, legal and ethical considerations within the sales domain.

3 Credits

Time Guidelines
The standard instructional time for the day-time course offering is 60 hours. On campus evening/week-ends and fully online hours will vary.

Equivalents
MKTG 2366