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MKT 662 - Strategic Selling for Business Customers

  • 1 credit
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This course will take a look at the key conceptual underpinnings of personal selling as an element of marketing. We will take a managerial approach in exploring sales strategies, sales tactics and best practices in professional selling. The primary context for the course is business-to-business (B2B) selling, however a great deal of the course concepts are relevant for direct-to consumer situations. The course examines the entire sales process, with particular emphasis on relationship selling, planning and delivery of sales presentations, and trust-building techniques.


BUS 655 (Marketing Management)

Important Information

For questions about this course, please contact the MBA advising team.


Dave Gilliland

9704915224 |