BUSN 2252: PROFESSIONAL SELLING
I. Effective Date: Spring 2008. To be reviewed by department annually.
II. Catalog Description:
BUSN 2252 Professional Selling 3 CR, FALL, SPRING Analyzes the process of professional selling with an emphasis on how to build and maintain sales relationships. Develops need selling skills through in-class activities, group discussion, role-playing, and presentations. Students will also learn how to use skills learned in class to both selling and non-selling situations.
III. Recommended Skills: Reading level 3, English level 2, Math level 1
IV Course Content:
A. The evolution of the profession of selling
B. Personal selling approaches
C. Characteristics of sales careers
D. Trust and ethics in selling
E. Understanding buyer types and the buying process
F. Understanding communication styles and “style flexing”
G. Communication skills: listening, understanding non-verbals, questioning, offering information
H. Prospecting and pre-approach techniques
I. Planning a sales presentation
J. Approaching the customer
K. Sales presentation delivery
L. Addressing buyer concerns and earning commitment
M. Adding customer value with follow-up
N. Servicing accounts
O. Goal setting and teamwork
V. Outcomes: Upon successful completion of this course, the student should be able to:
A. Understand the profession of selling
B. Understand the relationship approach to meeting customer needs
C. Identify how to prepare for successful selling
D. Demonstrate techniques in making sales presentations
E. Demonstrate writing sales letters and sales plans
VI, Methods for Evaluation of Student Learning:
A. Chapter Quizzes
B. Written Assignments
C. In-Class Group Exercises
D. Written Sales Plan
E. Final Sales Presentation
F. In-Class Mini-Presentations
G. Class Participation
VII. Special Information: - none