MKTG 3930 - Food and CPG Sales

This course introduces selling principles employed within the food and consumer package goods industries. Multi-tier retail channel selling as well as Key Account headquarters selling and negotiation practices will be examined. Students apply fact-based selling methods utilizing syndicated market data, retail merchandising principles, and category management tools related to the selling process. Extensive role-playing, exercises, and real-world sales presentations to industry professionals relevant to the buying/selling process will be used.

Prerequisites & Corequisites: Prerequisites: MKTG 3910 (may be taken concurrently).

Credits: 3 hours

Restrictions: Restricted to majors in Food and Consumer Package Goods Marketing.