BA 328 - Personal Selling

BA 328 - Personal Selling

3.00 Cr
This course is a study of the skills needed to develop and manage long-term relationships with customers and suppliers. Emphasis is placed on relationship selling, presentation, prospecting, handling objections and closing techniques with consideration given to differences in the global marketplace. Personal Selling covers professional selling practices and philosophies, provides a basic introduction to the activities of sales management, training and recruitment, performance evaluation, compensation, budgeting as well as time and territory management.
Term: 
2021FA
Method: 
LEC
Faculty: 
Ryerson, Annette