Service Learning Course Details

This course focuses on the factors involved in effective selling. It provides conceptual and hands-on practical guidance using both models and frameworks that support the sales planning process combined with role-playing scenarios. Emphasis is on the development of the sales mindset, sales/sales call planning, and sales execution for both the sales professional or business owner. Topics include understanding buyer personalities and communication preferences, the B2B and RFP buying process, application of psychological and persuasive selling techniques, methods of conducting the sales presentation, and territory/account structure and management. Three class hours. Prequisite: BUS 104 with a C or better. 3 Credits