Learn more about the academic programs we are delivering in Summer 2024. If you have any questions about part-time studies, please contact us.

 

Integrated Professional Selling

MRK648

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MRK648 - Integrated Professional Selling

Prerequisites:

MRK430

This course looks at advanced strategies for selling environments based on selling "value" instead of "price". Price discounting happens when the customer no longer sees the unique value of a product. As a result, the customer will end up price shopping between a range of products they believe deliver a relatively similar end result. The primary objective of this course is to help the sales person identify the value of their product or service; to recognize the critical elements of the customer "buying cycle"; and to develop a strategy to link the value of that buying cycle.


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