CSR 31500: Relationship Selling

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Catalog

This course focuses on long-term relationship selling. The course is organized around a seven-step selling process which has proven to be effective. The course adds to this process some principles of marketing and business strategy. The elements are necessary for the success of professional salesperson both in successful prospecting and making strategic choices as to how to allocate their time within the territory. Important to the learning process is actually practice of principles. Students will do various exercises of principles such as prospecting and negotiation. At the end of the semester, students will hone the skills learned through the semester with a series of role plays designed to put them in position of both seller and buyer.

Course CSR 315 from Purdue University - West Lafayette.