courses in sales & negotiations

for isu students


MKTG 344 - Professional Selling -
3 credits

Examines professional selling within the context of business to business markets. Develops the skills required to find qualified prospects, convert qualified prospects into satisfied customers, and grow revenues over time through the development of productive business relationships.  Prerequisite: MKTG 301 or BUS 361.

MKTG 443/543 - Business to Business Marketing - 3 credits

Examines buyer behavior and purchasing procedures within the business to business sector of the economy. Based on that understanding, the course also examines the development of appropriate marketing strategies for these important customers, perhaps strategic accounts, within the commercial/industrial, governmental, and/or institutional market.  Prerequisite for 443: MKTG 301 or BUS 361. Prerequisite for 543: Consent of the MBA Director.

MKTG 444/544 - Salesforce Management - 3 credits

Examines the strategic management of an outside salesforce within a global business to business environment. Covers salesforce recruitment, organization, motivation, and control. Prerequisite for 444: MKTG 344. Prerequisite for 544: Consent of the MBA Director.

MKTG 445/545 - Business Negotiations - 3 credits

Examines business negotiation principles and practices. Builds skills in the process of negotiating business agreements within and across organizations. Prerequisite for 445: Junior standing. Prerequisite for 545: Consent of the MBA Director.