Explores the theory and practice of professional selling through extensive role-play, face-to-face, and recorded presentations in the sales lab. Focuses on developing and maintaining customer relationships, understanding organizational buying behavior, customer opportunity analysis, problem identification, needs assessment, and value analysis. Both analytical and interpersonal 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 or MARK 3001E

Athena Title

Professional Selling

Syllabi MARK 4210
Credit Hours 3.0