BUS 120

Strategic Selling (3-0) 3 Cr. Hrs.

Course Description

Both the novice and the professional salesperson can benefit from this course. The personal selling process will be studied in detail, emphasizing topics ranging from prospecting and qualifying to closing the sale and after sale follow-up. Territory management, selling to organizational buyers and the techniques of ethical salesmanship will also be explored. Students will gain valuable experience with the selling process through case studies, role playing exercises and by creating a sales presentation for demonstration.


(A requirement that must be completed before taking this course.)

  • None.

Course Competencies

Upon successful completion of the course, the student should be able to:

  • Analyze the role of personal selling in the overall marketing mix.
  • Reflect on the types and benefits of a sales career.
  • Characterize the principles of ethical sales practices.
  • Demonstrate effective communication skills and selling strategies.
  • Identify effective methods to find, build, and retain potential customers.
  • Identify effective methods to find, build, and retain potential customers.
  • Apply sales and negotiation principles in experiential exercises and case studies.
  • Evaluate methods to ensure customer retention.
  • Adapt selling strategies to global markets.

Course Schedule

        No of Weeks   Begins   
 CourseSectionCourse TitleModeCredit HoursInstructorsFeeSeats Available ⁄Capacity ⁄WaitlistStatusDays-Time-Room

Fall; 2016; BUSINESS; No of Weeks : 15; Begins : 08/29/2016

 120047731Strategic Selling OE/OE3Simo T$12.0028/31/0Open
 120142357Strategic Selling Online3Ontko S$12.0025/31/0Open
 120142609Strategic Selling 3Sadowski M$12.0015/30/0Open
M W 02:30PM-03:50PMAS830

Spring; 2016; BUSINESS; No of Weeks : 7; Begins : 05/09/2016

 120122456Strategic Selling Online3Ontko S$30.005/31/0Open

Note: This schedule updates once every 24 hours. Please reference WebAdvisor for current status.

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