BA 238 Sales

A beginning class in the basic techniques of selling. Course content includes: prospecting, pre-approach, presentation, demonstration, objections and closing. Selling as a career is thoroughly explored. Some emphasis will be placed on selling in the retail environment. The course is specifically designed to look at the marketing and psychology of relationship selling.

Credits

3

Prerequisite

BA 101 

Course Learning Outcomes

Upon successful completion of this course, the student will be able to:
1. Utilize concepts borrowed from the behavioral sciences to gain a better understanding of the nature of buyers
2. Define proven techniques for locating qualified customers
3. Create the favorable conditions that are important in approaching customers
4. Apply the major methods for gaining attention of prospective customers
5. Apply the major techniques for handling sales resistance to given sales situations
6. Articulate the importance of active listening as a means for gaining customer interest and uncovering relevant information
7. Recognize the typical types of buying signals
8. Articulate the need for ethical behavior by salespeople
9. Demonstrate the major techniques for closing the sale
10. Identify some of the more common warning signs of deteriorating customer relations