Examination of the theory and practice of salesmanship. Focus is on developing and maintaining customer relationships, professional selling, understanding organizational buying behavior, customer opportunity analysis, problem identification, needs assessment, value analysis, and value- based selling. Both analytical and sales/selling skills are developed.

Semester Course Offered

Offered every year.

Grading System

A-F (Traditional)


MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001H

Athena Title


Syllabi MARK 4210
Credit Hours 3.0