BUS 242 - Professional Selling and Sales Management

Credits: 5
Variable Credit Course: No

Lecture Hours: 55
Lab Hours: 0
Worksite/Clinical Hours: 0
Other Hours (LIA/Internships): 0

Course Description: Introduction to sales process, buying process, relationship selling, prospecting, sales call planning, communication, negotiating, and closing sales as well as how to motivate, compensate, and train sales people. Includes topics in Customer Relationship Management.

Prerequisite: None.
Meets FQE Requirement: No
Integrative Experience Requirement: No

Student Learning Outcomes

Develop and analyse effective sales processes.
Define the buying process.
Develop and analyse effective relationship selling.
Define and analyse effective prospecting.
Develop an effective sales call plan.
Demonstrate effective negotiation techniques.
Compare effective ways to manage and motivate sales people.
Demonstrate effectively closing sales.
Research current customer relationship management processes and software.

Course Contents

Sales process.
Buying process.
Relationship selling.
Prospecting.
Sales call planning.
Communication and negotiation.
Sales closing.
Managing sales people.
Customer relationship management.

Instructional Units: 5