BUS-M 355 Topics in Marketing: Personal Selling and Sales Management

• 16 weeks
• 3
• Prerequisite(s): Must not be a Pre-Kelley or Kelley School of Business student

This course is designed specifically for students majoring outside of the Kelley School of Business who are interested in sales and how selling skills are essential in any career. The course explores consultative selling by examining the buying and selling processes as well as the role of persuasive behaviors, principles, strategies, and actions applicable across diverse careers. It offers opportunities for students to identify and practice essential selling skills such as asking thoughtful questions and engaging in meaningful discussions that help persuade others to think differently regarding ideas, opinions, products, and services. This course will include in-class and outside discussions, exercises, role plays, and assignments to develop these consultative selling skills.