BUSN
2252: PROFESSIONAL SELLING
I. Effective Date: Fall 1998. To be reviewed by
department annually.
II.
Catalog
Description:
BUSN 2252 Professional
Selling 3 CR, FALL, SPRING Analyzes successful sales practices.
Develops need satisfaction selling skills
through skill practice that may apply to both selling and non-selling situations.
III. Recommended Skills: Reading
level 3, English level 2, Math level 1
IV Course Content:
A. Life of a
professional salesperson
B.
Where personal selling fit into the firm
C Social, ethical, and legal issues
in selling
D.
The concept of probing supporting and closing
sales and how to recognize and handle customer attitudes to meet customer needs.
E.
Why people buy
F.
Communication and persuasion
G.
Prospecting and planning sales calls
H.
Sales presentation techniques and steps
I.
Making winning sales presentations
J.
Writing effective sales letters
K.
Successful telephone selling
L.
Observing and evaluating sales people
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 using
a relationship approach
F.
Understand the basics of retail/industrial
and telephone selling
G.
Demonstrate skill in observing and evaluating
sales interviews
VI, Methods for Evaluation of Student
Learning:
A.
Weekly quizzes
B.
Skill practice exercises
C.
Evaluating sales interviews
D.
Written sales project
E.
Final sales demonstration
VII. Special Information: - none