BUS 120

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Credit Hours

(3-0) 3 Cr. Hrs.

Section Start Dates

Section NoStart Date
017715January 12, 2015
112456January 12, 2015
112617January 12, 2015
112660January 12, 2015

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Strategic Selling

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.
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