6981 (v.3) Professional Selling 300

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Area:	School of Marketing
Contact Hours:	3.0
Credits:	25.0
Tutorial:	1 x 1 Hours Weekly
Seminar:	1 x 2 Hours Weekly
Equivalent(s):	300692 (v.3) MAR21 Professional Selling or any previous version
Prerequisite(s):	10850 (v.4) Marketing 100 or any previous version
The primary objectives for this unit are to acquaint the student with the basic principles and latest research findings in professional selling. Topics covered include prospecting strategy, quality, approach, closing strategies and follow up. Negotiation and nonverbal skills will also be addressed.