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Dec 26, 2024
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BUS 212 - Principles of Selling
Credits: 3
3 Lecture Hours
Description
In this course, students study techniques of the selling process as part of the promotion mix in marketing. Topics covered include the development of strategies for: relationship building, products, customers and sales presentation.
Learning Outcomes
Upon successful completion of the course, the student will:
- Analyze the role of selling to the promotion mix and marketing mix.
- Compare product features and benefits as related to buyer needs.
- Explain the use of adaptive selling techniques and communication style flexing.
- Apply the forms of prospecting various audiences.
- Describe the methods used to address buyer concerns and facilitate closing the sale.
- Construct a sales plan.
Listed Topics
- Personal selling and the marketing concept
- Relationship strategies
- Communication styles
- Product strategies
- Buyer behavior
- Prospecting
- Adaptive selling
- Questioning strategies
- Presentation strategies
- Negotiating and closing techniques
Reference Materials
Current textbook.
Supplementary materials such as study guides, videos, handouts, library resources.
Students who successfully complete this course acquire general knowledge, skills and abilities that align with CCAC’s definition of an educated person. Specifically, this course fulfills these General Education Goals: - Communication
- Critical Thinking & Problem Solving
- Culture Society & Citizenship
Approved By: Dr. Quintin B. Bullock Date Approved: 02/26/2021
Last Reviewed: 5/13/2021
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