Fundamentals of Selling

Course description: The fundamentals of selling and sales management will be studied in the course to ensure students to understand the role of personal selling in the company promotional program, customers’ buying behavior, sales process, and functions of a sales manager. Developing of complete pre-approach information, design an approach, determining wants/needs of the customer, preparation and presentation a value added solution, selection and preparation of selling tools for demonstration, closing and follow-up techniques will be studied in details.