This course focuses on the aspects that are critical to developing, executing and managing a powerful, long-lasting sales strategy. Emphasis is placed on relationship selling , which seeks to establish long-term partnership s with customers based on trust, quality, service, and mutual respect. WWW resume page. If a simulation is used, students will be asked to defend their operational decisions either verbally or in writing. Exams Midterm and final exam.
Role plays Done in groups and are to be acted out in class or videotaped and shown to the class.