Catalog Course Search Details

 Department:    BUS

 Course #:    242

 Credits:    5

 Variable:     No

 IUs:    5

 CIP:    521401

 EPC:    245

 REV:    2018

 Course Description  

Introduction to sales process, buying process, relationship selling, prospecting, sales call planning, communication, negotiating, and closing sales as well as how to motivate, compensate, and train sales people. Includes topics in Customer Relationship Management.

 Prerequisite  

None

Contact Hours (based on 11 week quarter)

Lecture: 55

Lab: 0

Other: 0

Systems: 0

Clinical: 0

Intent: Distribution Requirement(s) Status:  

Vocational Supplementary Required for ATA degree  

Equivalencies At Other Institutions

Learning Outcomes

After completing this course, the student will be able to:

1. Develop and analyse effective sales processes.
2. Define the buying process.
3. Develop and analyse effective relationship selling.
4. Define and analyse effective prospecting.
5. Develop an effective sales call plan.
6. Demonstrate effective negotiation techniques.
7. Compare effective ways to manage and motivate sales people.
8. Demonstrate effectively closing sales.
9. Research current customer relationship management processes and software.

General Education Learning Values & Outcomes

Revised August 2008 and affects outlines for 2008 year 1 and later.

1. Information Literacy

Definition: Recognizing when information is needed and have the ability to locate, evaluate, and use effectively the needed information.

Outcomes: Students will be able to . . .
1.1 Determine the extent of information needed.

2. Critical Thinking

Definition: The ability to think critically about the nature of knowledge within a discipline and about the ways in which that knowledge is constructed and validated and to be sensitive to the ways these processes often vary among disciplines.

Outcomes: Students will be able to . . .
2.1 Identify and express concepts, terms, and facts related to a specific discipline.

Course Contents

1. Sales process.
2. Buying process.
3. Relationship selling.
4. Prospecting.
5. Sales call planning.
6. Communication and negotiation.
7. Sales closing.
8. Managing sales people.
9. Customer relationship management.