BUSN 330 Sales and Sales Management

This course examines the various facets of relationship strategy, personal selling, and the management of an organizational sales force. Major personal selling topics addressed in the course include types of selling, partnership building, communication, prospecting, sales presentation methods, sales closing, and post-sale service. Sales force management elements of the course include staffing, training, leading, compensating, motivating, and evaluating the sales force. 

Credits

3

Prerequisite

Junior or senior standing

Offered

Fall

Student Learning Outcomes

1. Explain how personal selling skills have become one of the master skills needed for success in the information age and how personal selling skills contribute to the work performed by knowledge workers.
2. Explain how value-added selling strategies enhance personal selling.
3. Describe issues that challenge the ethical decision making of salespeople.
4. Describe conversational strategies that help us establish relationships.
5. Describe how expert knowledge of competition and industry trends improves personal selling.
6. Explain how to sell your product with various strategies.
7. Discuss the various influences that shape customer-buying decisions.
8. Explain common methods of collecting and organizing prospect and account information.
9. Describe the importance of active listening and the use of confirmation questions.
10. Present guidelines for creating consultative presentations that add value.
11. Discuss guidelines for closing the sale. Explain how to recognize closing clues.
12. Grow your confidence through posturing, greeting customers, cold-calling practice and relationship building skills.