To develop the students' selling skills. To provide students with opportunities to learn through experience. To familiarize the student with key concepts and research findings related to sales and marketing. To demonstrate the role and importance of personal selling in the marketing mix of a firm. Students who want to learn professional selling will enjoy this course because there are many cases, exercises, and role-playing scenarios that are used to develop their skills.
Good students are no different from good salespeople.
Selling involves a commitment. This course demands a similar commitment. My suggestion is to have fun with what you study, think about how you can use this course after you graduate, get involved in reading the current selling literature, and surf the web. Make your own list of interesting web addresses, too. The most important study strategy is to be sure to read all of the assigned chapters and exercises before the class session in which they will be discussed.