BUS 120 - Strategic Selling

Credits: 3
Lecture Contact Hours: 3
Description: Both the novice and the professional salesperson can benefit from this course. The personal selling process will be studied in detail, emphasizing topics ranging from prospecting and qualifying to closing the sale and after sale follow-up. Territory management, selling to organizational buyers and the techniques of ethical salesmanship will also be explored. Students will gain valuable experience with the selling process through case studies, role playing exercises and by creating a sales presentation for demonstration.

Prerequisites: ENG 101 or minimum score of 22 ACT-English, 29 SAT-Writing and Language, 109 CPT-Sentence Skills or 276 NGA-Writing.
Corequisites: None.
Recommended: None.

Course Category: Occupational
This Course is Typically Offered: Winter, Spring, Fall
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