Sales and sales management techniques for analyzing distribution challenges and providing solutions through effective communication; establishing credibility, effective questioning techniques, developing solutions, presenting solutions, anticipating objections and gaining a commitment, plus techniques for building, developing and compensating an effective sales organization. Prerequisites: Grade of C or better in IDIS 240 or concurrent enrollment; industrial distribution major or technical sales minor Credits 4. 3 Lecture Hours. 2 Lab Hours.
Sales and sales management techniques for analyzing distribution challenges and providing solutions through effective communication; establishing credibility, effective questioning techniques, developing solutions, presenting solutions, anticipating objections and gaining a commitment, plus techniques for building, developing and compensating an effective sales organization. Prerequisites: Grade of C or better in IDIS 240 or concurrent enrollment; industrial distribution major or technical sales minor Credits 4. 3 Lecture Hours. 2 Lab Hours.
