Discussion
Before engaging in the discussions each week, please read/view all of the readings and resources provided in the unit.
What traits and behaviors would an ethical sales person possess and how might this help the sales person close deals? How can a sales manager reinforce ethical behavior?
We look at the interpersonal arm of marketing in which the sales force interacts with customers and prospects to build relationships and make sales.
Armstrong, G., & Kotler, P. (2017). Marketing: An introduction (13th ed.). Boston, MA: Pearson Education, Inc. *This book is available through the VitalSource link provided on the Course Information page.
Chapter 13- Personal Selling and Promotion, pp. 398-417
Armstrong, G., & Kotler, P. (2017). Marketing: An introduction (13th ed.). Boston, MA: Pearson Education, Inc. *This book is available through the VitalSource link provided on the Course Information page.
Chapter 12- Engaging Customers and Communicating Customer Value: Advertising and Public Relations, pp. 364-395