RARITAN VALLEY COMMUNITY COLLEGE
ACADEMIC COURSE OUTLINE
MRKT-221
SELLING & SALES MANAGEMENT
I. Basic Course Information
A. Course Number and Title: MRKT-221 Selling & Sales Management
B. New or Modified Course: Modified
C. Date of Proposal: Semester: Spring Year: 2008
D. Sponsoring Department: Business and Public Service
E. Semester Credit Hours: 3
F. Weekly Contact Hours: 3 Lecture ____3____
Laboratory 0____
G. Prerequisites: MRKT 101-Principles of Marketing or permission of
instructor.
H. Laboratory Fees: none
I. Name and Telephone Number or E-Mail Address of Department
Chair: Maria M. DeFilippis, Esq., Campus Extension 8239,
mdefilip@raritanval.edu
II. Catalog Description
Prerequisites: MRKT 101 - Principles of Marketing or permission of instructor.
This course examines the fundamental elements of the sales function. It integrates
the development of skills associated with the job of professional selling with an
examination of the role of the sales manager. Topics include: techniques of
selling and persuasion, building and maintaining relationships with clients, ethical
and legal issues, sales forecasting, territory management, selection of sales
personnel, and training, motivating, evaluating and rewarding the sales force.
III. Statement of Course Need
Today's competitive business environment demands a broad knowledge of the
interrelated activities of sales management. Integrating personal selling, sales
management techniques, and ethics into a comprehensive program of sales
management is critical to sustain and grow any business. Technological
advancements, cultural changes, and ethical considerations make the study of
sales management an imperative for a successful business/marketing student.
