MKTG 6157 Strategic Selling and Persuasion
Two fundamentals of business: someone must get the goods and services out the door, and someone must get the cash to come in the door. Sales is the function that does the latter. It, and its management, will be covered in this course. We will study the art of persuasion, modern day Rhetoric in actual practice. The discipline will be addressed biologically. We will dissect real industry practitioners when they visit class, and actual sales calls in the field as a research paper. Upon course completion, students will have a complete understanding of both the selling and sales management process.
Course overview
- Department
- Marketing
- School
- CSOM
- Credits
- 3
- Level
- Both
- Offered
- Every Fall, Every Spring
Catalog details
- Prerequisites
- MKTG1021 or MKTG1031
Requirements fulfilled
Course evaluations
- Course rating
- 4.27 / 5 · Very Good
- Instructor rating
- 4.56 / 5 · Excellent
- Terms evaluated
- 6
| Term | Instructor | Course overall | Instructor overall | Well organized | Clear learning objectives | Intellectually challenging | Helpful assignments | Applicable beyond course | Attendance necessary | Weekly effort | Responses |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Fall 2025 | John Westman | 4.4 | 4.7 | 3.8 | 4.4 | 4.2 | 4.5 | 4.8 | 4.4 | 4–6 hrs/week | 26 of 32 |
| Fall 2024 | John Westman | 4.3 | 4.7 | 4.2 | 4.3 | 4.5 | 4.3 | 4.8 | 4.4 | 4–6 hrs/week | 12 of 15 |
| Fall 2023 | John Westman | — | — | — | — | — | — | — | — | — | 21 of 28 |
| Fall 2022 | John Westman | 3.8 | 4.3 | 3.6 | 3.9 | 3.8 | 3.8 | 4.5 | 4.1 | 1–3 hrs/week | 16 of 20 |
| Spring 2022 | John Westman | 4.4 | 4.4 | 4.1 | 4.5 | 4.3 | 4.4 | 4.8 | 4.5 | 1–3 hrs/week | 14 of 23 |
| Fall 2021 | John Westman | 4.1 | 4.4 | 4.1 | 4.0 | 4.1 | 4.2 | 4.6 | 4.5 | — | 14 of 26 |