BUS 160 — Introduction to Sales and Sales Management
(3 Lecture 0 Lab 0 Shop) 3 Hrs./Wk. (3 Hrs. Lecture) *1 5 wks. The course begins with an introduction to personal selling techniques, and the advantages of personal selling over other forms of promotion. Relationship or consultative selling will be emphasized as the most modern approach to sales. The principle tasks of sales management will be explored with an emphasis on how sales managers and sales people can most effectively work together.