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24668 Professional Relationship Selling

6cp
Requisite(s): 24108 Marketing Foundations
These requisites may not apply to students in certain courses.
There are also course requisites for this subject. See access conditions.
Undergraduate

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.

Detailed subject description.

Access conditions

Note: The requisite information presented in this subject description covers only academic requisites. Full details of all enforced rules, covering both academic and admission requisites, are available at Access conditions and My Student Admin.