Sales & Sales Management

This course examines the selling function in companies with emphasis on the dynamics of the sales process. Students learn how to qualify sales prospects, plan a presentation, secure and open the sales interview, deliver a product demonstration, handle objections, and close a sale. Areas of study include compensation, management of a field sales force, the development of leads, sales training, and leadership styles. Students also prepare a resume, learn job interview techniques, and gain an understanding of a career in sales.