Professional Selling

Course Code: MKTG 5009

Academic Year: 2019-2020

Students examine the steps a client goes through when making a buying decision and the strategies to assist the client through this process. Students learn to apply negotiation skills and respond to objections with consideration for the client characteristics, including communication style and signs of readiness to close a sale. Learners explore the sales process within the context of the financial services industry. Students investigate the factors which influence sales across a product life span and explore methods to enhance relationship management and client retention. Students engage in simulated and real-life sales activities which require application of professional sales strategies and tactics including prospecting, networking, negotiating and aftersales service.