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Course Description

Schoolcraft is excited to offer traditional credit face-to-face, hybrid, online, and remote classes for Fall 2020 while providing students a safe experience based on recent COVID-19 concerns.

Please see the COVID-19 web page to learn more. Keep checking the schedule for additions on our New, Added, and Late Starting Courses web page.

Business - BUS 120

Strategic Selling

3 Credit Hours
3 Lecture Hours

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.

Prerequisites

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

  • ENG 101 or minimum score of 22 ACT-English, 29 SAT-Writing and Language, 108 CPT-Sentence Skills or 276 NGA-Writing.

Course Competencies

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

  • Determine the appropriate sales strategy for an approved business.
  • Reflect on the benefits of developing selling skills.
  • Characterize the principles of ethical sales practices.
  • Demonstrate effective communication skills and customer relationship strategies.
  • Identify effective methods to find prospects and build a customer base.
  • Deliver a sales presentation.
  • Apply sales and negotiation principles.
  • Explore methods to ensure customer retention.
  • Adapt selling strategies to global markets.

Course Schedule

 CourseSectionCourse TitleLocationCredit HoursInstructorsSeats Available ⁄Capacity ⁄WaitlistStatusFeeDays-Time-Room

Fall; 2020; BUSINESS; No of Weeks : 15; Begins : 08/31/2020

 120142357Strategic SellingONL3Ontko S0/31/0Closed$12.00 

Winter; 2021; BUSINESS; No of Weeks : 12; Begins : 02/02/2021

 120112461Strategic SellingONL3Ontko S27/31/0Open$12.00 

Winter; 2021; BUSINESS; No of Weeks : 15; Begins : 01/11/2021

 120112456Strategic SellingONL3Ontko S15/31/0Open$12.00 
 120112622Strategic SellingRMT3Bethel R29/32/0Open$12.00F  10:00 AM-12:52 PM WEBWEB

Key: Day of the Week

  • T = Tuesday
  • R = Thursday
  • S = Saturday
  • X = Sunday