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Jun 22, 2024
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MKT 4680 - Consultative Sales
Sales capstone course for college seniors focused on selling as a career. Students will learn how to successfully match the selling process with a decision maker’s buying process.
Requisites: Permission required and MKT 3580
Credit Hours: 3
Repeat/Retake Information: May be retaken two times excluding withdrawals, but only last course taken counts.
Lecture/Lab Hours: 3.0 lecture
Grades: Eligible Grades: A-F,WP,WF,WN,FN,AU,I
Learning Outcomes: - Apply an advanced sales process that focuses on buyer’s decision-making process.
- Demonstrate successful win-win negotiations.
- Demonstrate the ability to close a complex sales.
- Distinguish the difference between solutions and value as opposed to products and services.
- Identify ethical, global, and sustainability issues as they relate to complex sales.
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