Course Code: MKTG 4502
Academic Year: 2018-2019
This course details strategic selling principles and techniques and international sales management. Students develop skills required for planning, making sales calls and providing follow-up to clients. The course covers prospecting, conducting sales meetings, making sales presentations, negotiating and sales management and control. A special emphasis is placed on sales issues and challenges in international business. Emphasis is also placed on developing confidence and professionalism in the selling interaction and enhancing cross-cultural communications, listening, team participation, problem solving and international management skills.