RELATIONSHIP SELLING

Experiential focus on the interpersonal relationships in sales. Topics covered: using active listening to identify customer needs, adapting to customer’s communication style, nonverbal communication, cold calling, planning the sales call or presentation, handling objections, closing the sale, and follow up. Application is emphasized through role plays and cases to practice and develop the interpersonal skills needed for selling.NOTE: Equivalent to COM 399 Special Topic: Relationship Management. COM 444 may not be taken if COM 399 Special Topic: Relationship Management was taken previously.