MKTG 3100 - Fundamentals of Professional Selling Course uri icon



  • Explores the principles and methods of professional salesmanship with a focus on sales processes, best practices and frameworks used to organize sales efforts. Structured to include involvement from working sales professionals. Topics covered include: the role and value of professional selling in the marketing mix, ethical sales practices, sales quotas and compensation, effective sales communication, prospecting and funnel management, overcoming objections, professional sales closure and negotiation techniques.


  • Higgins, Brian  
    Primary Instructor - Spring 2018 / Fall 2018 / Spring 2019 / Fall 2019 / Spring 2020 / Fall 2020
  • Lewis, Mary Beth  
    Primary Instructor - Fall 2018 / Fall 2019