IBM 3062 - Professional Selling (3)

Focuses on the consultative selling process from a holistic perspective. Includes an emphasis on the role of relationship building with customers for long-term success and the co-creation of value. Examines the role of sales management in hiring, motivating, directing, and controlling the salesforce.

Prerequisite(s): C or better in IBM 301, MKT 301, or IBM 3012.
Component(s): Lecture
Grading Basis: Graded Only
Repeat for Credit: May be taken only once