Rockwell School of Business
Undergraduate

Term: Spring 2027
Session: Full Term (Jan 19 - May 07)
Start Date: Tuesday, Jan 19, 2027
End Date: Friday, May 07, 2027
Availability: On Campus
Day(s): Mon./Wed./Fri.
Time: 03:00 PM to 03:50 PM

This course introduces the principles of professional selling. The relationship of personal selling to the promotional and marketing mix is studied. The selling process from product knowledge through behavioral skills such as: establishing customer rapport needs analysis desire building objection recognition and response closing and follow-up techniques are practiced via role-playing and script writing. Sales personality analysis and professional selling strategies are used throughout to enhance and achieve to sell effectively.Prerequisites: COMM 1040 (CSCM1030 or COSK2220) or COMM 1045 (CSHR1030 or COSK2225) PSYC1010 or PSYC1015 a3 Credits