BA 238 - The Art of Selling

3 Credit(s)

Prerequisite(s): BT 113 or WR 115 or designated placement.

Corequisite(s): BA 131

Course Description: What does it take to be a highly successful professional salesperson? This course answers this question and guides the student to explore and understand successful sales and sales management behaviors. The student will have also developed competency in professional selling approaches, conversations and presentations, and sales management techniques. Course topics include creating value in the buyer-seller relationships, prospecting, sales call planning, communicating the message, negotiating for win-win solutions, closing the sale, as well as how to motivate, compensate and train sales people.

Course Level: Lower Division Collegiate

Course Learning Outcomes:

CLO#1: Describe the process of selling and the relationship between marketing and sales.
CLO#2: Articulate, refine and use a Unique Selling Proposition.
CLO#3: Describe a sales quota assignment, customer relationship management and sales force structures common to the industry today.
CLO#4: Define and explain the uses of technology in modern sales practice and explain how uses of technology improves sales force effectiveness.
CLO#5: Articulate and differentiate the various issues that arise in Sales Management including recruiting, selecting, training, motivating, compensating and retaining sales people. (ILO: Communication)
CLO#6: Define and give examples of various sales channels commonly used today.