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Spring 2018

Business Administration Courses:

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BUS201 - Professional Sales
Credits: 3

Catalog Description: Introduces selling principles and their applications, integrating concepts from psychology, sociology, and human relations as they apply to the art of persuasion.

Lecture: 3 hrs.

Course Student Learning Outcomes (CSLOs):
At the conclusion of this course, students will be able to demonstrate each of the following skills through written papers, tests, projects, and oral reports:

1. Summarize the importance of selling in our economy by answering designated questions in the
text, and attaining at least a passing score on unit tests.

2. Prepare for a sales career by writing a resume and responding to a classified ad for a sales
position.

3. Distinguish between ethical and unethical selling procedures by writing responses to six
videotaped case studies to document critical thinking skills.

*4. Demonstrate the process of selling from prospecting to follow-up by simulating a sales call to a prospective customer. Students will be evaluated using a ten-point checklist of standard business practices for professional salespeople.

5. Identify in a one page written report the criteria necessary to explain the theory of sales.

6. Identify time, territory, and self-management as related to a sales career by attaining at least a passing score on a unit test.

*This course objective has been identified as a student learning outcome that must be formally assessed as part of the College's Comprehensive Assessment Plan. All faculty teaching this course must collect the required data (see assessing Student Learning Outcomes form) and submit the required analysis and documentation at the conclusion of the semester to the Office of Assessment and Special Projects.

Content Outline:
I. Introduction To Sales

II. Sales Careers & The Sales Personality

III. The Sales Ethic & Ethics In Selling

IV. The Customer

V. Communication

VI. Product Knowledge

VII. Anatomy of A Sale

VIII. The Sales Presentation



Effective Term: Fall 2003