BUS 1105 - Sales And Negotiating Skills
3 Credits
Introduces the principles and practices of professional selling. Learn to be a true problem solver and discoverer of customer needs. Creatively match benefit statements to deliver customer satisfaction. Learn how to organize and develop leads into sales. Deliver goods, services, and ideas beyond customer expectations, while maintaining a positive and enjoyable attitude. Polish presentation skills, learn networking, timing, and other essentials. The who, what, when, and why of selling today
Major Content Areas
Characteristics of selling careers: 10% Overcoming objections: 10% Understanding markets and what motivates buyers: 10% Nitch marketing/selling: 10% Approaching prospective customers: 10% Researching a potential customer/company: 10% Preparing and presenting the sales message: 10% Other presales and sales activities: 10% The art of prospecting: 10%
Learning Outcomes
Act responsibility when faced with ethical business sales decisions Prepare and present an effective sales presentation Identify who the customer is Explain the significance and benefits of sales activities Close the sale Overcome objections Research the customer’s needs and wants Identify effective sales support opportunities
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