Students explore the principles of professional selling focussing on relationship and needs-based selling. Topics include understanding customer and sales representative behaviour and communications in a selling environment as well as prospecting, preparing different forms of presentations, handling objections, building a sales plan, and employing various closing techniques. Students will be introduced to Customer Relationship Management software. Students will apply their selling skills in a final project that is relevant to the financial or professional sales industry.

Students will receive credit for only one of MARK 1200 or 2500.

Prerequisite(s): A minimum "C-" grade in MARK 1115.