MKT306 Professional Selling

[3–0, 3 cr.]

This course examines the principles and consultative frameworks of professional selling and key account development. Intended for undergraduate students preparing for commercial roles, the course bridges theoretical concepts with practical application through structured experiential learning and interactive sales role-plays.

Topical coverage: prospect qualification, consultative needs discovery, value proposition presentation, objection handling, negotiation techniques, closing strategies, ethical decision-making, personal branding, key account management, and sales force productivity tools.