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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

Catalog text is imported from the reviewed Boston College course snapshot. Confirm eligibility in EagleApps.

Requirements fulfilled

  • General Management: Marketing area (Current University Catalog; choose two areas and complete each area's criteria)
  • Marketing: Marketing elective options (Current University Catalog)

Requirement eligibility can vary by school, cohort, and section. Confirm the selected section in EagleApps or with an advisor.

Official evaluation summary

4.27 / 5

Based on 103 aggregate responses from BC Avalanche/Blue evaluations.

Data freshness

Course and evaluation data last updated 2026-08-02. Source details and limitations are documented in Data Sources and Methodology.

Instructors

  • John Westman
    Fall 2026, Fall 2025, Fall 2024, Fall 2023, Fall 2022, Spring 2022, Fall 2021 · Official rating 4.56/5

Sections

  • Section 01
    Fall 2026 · John Westman · Fulton Hall 260 M 04:30PM-06:45PM · Offered