BUS 212 - Principles of Selling
Credits: 3
3 Lecture Hours
Description
A study of the techniques of salesmanship. Topics include the analysis of customer need, selection of prospects, the sales approach, the sales presentation, overcoming customer objections, closing the sale, and suggestion selling.
Learning Outcomes
Upon successful completion of the course, the student will:
- Demonstrate the significance of selling activities: to consumers, business firms, salespeople and society in general.
- Recognize the principle forms of marketing channels of distribution.
- Demonstrate the necessary skills and characteristics that contribute toward greater sales effectiveness.
- Cite the principal buying motives of purchases.
- Show how company, product and competitor information can facilitate the selling process.
- Develop improved communication and listening skills.
Listed Topics
- Selling Today: Developing a Personal Selling Philosophy
- Personal Selling and the Marketing Concept
- Career Opportunities in Selling Today
2. Developing a Relationship Strategy
- Factors Influencing the Relationship-Building Process
- Communication Styles: Managing the Relationship Process
3. Developing a Product Strategy
- Acquiring Product Information
- Developing Product-Selling Stretegies
4. Developing a Customer Strategy
- Understanding Buyer Behavior
- Developing a Prospect Base
5. Developing a Presentation Strategy
- Preparing for the Sales Presentation
- Creating the Consultative Presentation
- Custom Fitting the Sales Demonstratiion
6. The Professional Salesperson is a Problem Solver
- The Importance of Time Management to Success
- The Listening Factor and How It Increases Sales
Reference Materials
Current textbook.
Supplementary materials such as study guides, videos, handouts, library resources.
Approved By: Sutin, Stewart Date Approved: 01/13/2005
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