BA 238 Sales

A beginning class in the basic techniques of selling. Includes an overview of the sales process, role of sales in the organization, and the relationship between sales and marketing. Covers the application of sales techniques in Business to Consumer, Business to Business, and professional development environments. Emphasis on applied learning and practice of sales techniques.

Credits

4

Prerequisite

BA 101Z

Course Learning Outcomes

Upon successful completion of this course, students should be able to:

1. Explain how the marketing concept and the selling concept differ

2. Explain buyer behavior using concepts from the behavioral sciences

3. Demonstrate techniques for locating qualified customers and creating favorable conditions for approaching customer

4. Demonstrate techniques for gaining customer attention, handling objections, identifying buying signals, and closing the sale

5. Demonstrate written and verbal communication techniques, including active listening, throughout the sales process

6. Explain the importance of ethics in sales

7. Demonstrate sales techniques in contexts such as personal career development, product or service sales, and entrepreneurship