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GCM 816

Sales and Customer Relationship Mgmt GCM

This course expands upon the introduction of the sales process in GCM 350, with a detailed examination of the role of the sales representative in the graphic communications industry. Topics include customer relationships, formulating a selective selling strategy, the nature and sources of product, customer and competitive knowledge, using the consultative selling process, overcoming objections and closing the sale. The course discusses how to extend the focus of the sales practice into self-presentation and selling oneself to further skills in communication and presentation.
Weekly Contact: Lecture: 3 hrs.
GPA Weight: 1.00
Course Count: 1.00
Billing Units: 1


GCM 350





Custom Requisites


Mentioned in the Following Calendar Pages

*List may not include courses that are on a common table shared between programs.