Building Sales Relationships

3 Hours

Explores the theoretical and practical role of communication in the development of long-term client relationships. Explores the consultative sales process, including prospecting, assessing needs, handling objections, presenting, closing, and following up with clients. Focuses on how technology can help or hinder communication. Communication Studies 337 and 367 (Topic: Communication to Build Sales Relationships) may not both be counted. Three lecture hours a week for one semester.