Subject: Commerce
Credit units: 3
Offered: Term 2 only
Weekly hours: 3 Lecture hours
College: Edwards School of Business
Department: Management and Marketing


Will provide students with a preliminary understanding of sales; communicating information to customers within an effective relationship based on trust; fulfilling customer expectations through "partnering" relationships and creating a selling environment that requires the use of advanced customer relationship management (CRM). The material presented will be organized around the four pillars of personal selling: relationship strategy, product strategy, customer strategy and presentation strategy.

Permission of department required.
Prerequisite(s): COMM 204.3
Note: Students with credit for COMM 498.3 (Special Topics: Sales Management) will not receive credit for this course.

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