MKTG-4554: Principles of Professional Selling
Description: Learn about the management of relationships between buyers and sellers to effectively build partnerships, including the importance of understanding buyer behavior to facilitate the sales process. Explore the concepts of prospecting for customers, planning for the sales call, presentation skills, as well as the formal negotiation process and how these areas relate to adaptive selling. Address common sales management issues including how to manage cross-functional teams and their time and territories, as well as explore the ethical and legal issues that often arise throughout the sales process. Discuss the various career paths and opportunities within sales.
Pathways: N/A
Course Hours: 3 credits
Corequisites: N/A
Crosslist: N/A
Repeatability: N/A
Sections Taught: 147
Average GPA: 3.58 (A-)
Strict A Rate (No A-) : 52.43%
Average Withdrawal Rate: 0.30%
| Edward F Fern | 2007 | 23.9% | 47.4% | 21.4% | 6.1% | 1.3% | 0.0% | 2.83 | 11 |
| Thomas W Reilly | 2020 | 79.8% | 19.9% | 0.2% | 0.0% | 0.0% | 0.0% | 3.76 | 25 |
| Monica Hillison | 2020 | 55.0% | 40.5% | 4.5% | 0.0% | 0.0% | 0.0% | 3.46 | 6 |
| Randall S Mccrea | 2024 | 82.8% | 12.3% | 0.5% | 0.9% | 3.5% | 0.0% | 3.68 | 4 |
| Brian K Collins | 2023 | 74.3% | 21.7% | 1.8% | 0.5% | 0.4% | 1.2% | 3.67 | 19 |
| Mark W Michalisin | 2024 | 74.1% | 25.5% | 0.2% | 0.0% | 0.2% | 0.0% | 3.67 | 8 |
| Broderick L Turner | 2022 | 82.4% | 14.0% | 2.7% | 0.2% | 0.0% | 0.6% | 3.74 | 8 |
| Bruce Manthe | 2009 | 42.9% | 52.4% | 4.8% | 0.0% | 0.0% | 0.0% | 3.35 | 4 |
| Steve C Matuszak | 2021 | 63.9% | 31.8% | 3.8% | 0.6% | 0.0% | 0.0% | 3.54 | 3 |
| James E Littlefield | 2008 | 85.8% | 13.0% | 0.0% | 1.2% | 0.0% | 0.0% | 3.85 | 2 |
| Yu Hu | 2008 | 77.3% | 13.3% | 3.9% | 0.0% | 5.5% | 0.0% | 3.52 | 2 |
| William H Jester | 2014 | 97.5% | 2.1% | 0.0% | 0.0% | 0.4% | 0.0% | 3.95 | 8 |
| Chiharu Ishida | 2005 | 72.8% | 27.2% | 0.0% | 0.0% | 0.0% | 0.0% | 3.66 | 4 |
| Aurora Pepaj | 2007 | 40.9% | 45.5% | 13.6% | 0.0% | 0.0% | 0.0% | 3.34 | 1 |
| Jill M Sundie | 2019 | 68.5% | 24.5% | 5.2% | 1.1% | 0.4% | 0.3% | 3.57 | 20 |
| Richard E Buehrer | 2014 | 49.3% | 40.8% | 6.4% | 1.3% | 1.2% | 1.0% | 3.44 | 12 |
| Carl J Lambe | 2005 | 25.8% | 56.2% | 15.5% | 0.0% | 2.6% | 0.0% | 2.96 | 2 |
| Betsy M Tretola | 2009 | 95.0% | 5.0% | 0.0% | 0.0% | 0.0% | 0.0% | 3.90 | 2 |
| Harold L Meadow | 2008 | 80.4% | 18.5% | 0.0% | 0.6% | 0.5% | 0.0% | 3.72 | 4 |
| Dawn M Tolonen | 2011 | 58.1% | 41.9% | 0.0% | 0.0% | 0.0% | 0.0% | 3.56 | 1 |
| Don G Rieley | 2006 | 40.9% | 43.2% | 11.4% | 2.3% | 2.3% | 0.0% | 3.10 | 1 |