24668 Professional Relationship Selling

Requisite(s): 24108 Marketing Foundations OR 241080 Marketing Foundations OR 24105 Marketing Principles OR 241050 Marketing Principles

These requisites may not apply to students in certain courses.

There are also course requisites for this subject. See access conditions.

This subject addresses the key issues relating to the role of a business-to-business salesperson. Topics include the psychology of selling, the role of the sales professional in uncovering customer and competitor intelligence, the sales process, relationship selling and self-management and motivation. The importance of ethical selling practices with respect to the firm, the customer and society is highlighted.