Emphasizes the relationship of professional sales skills and marketing management techniques to successful profit and non-profit organizations. Focuses on the challenges connected with the sales and distribution of products and services, including pricing, promotion, and buyer motivation. Demonstrates use of the Internet to determine customer demographics and track competitive activities within the industry, along with the study of legal and ethical considerations. Introduces sales management in planning, organizing, directing and controlling for a well-coordinated sales effort. Builds knowledge and skills in all areas of the sales process with special attention to developing successful strategies for products and services and for delivering a sales presentation that builds quality partnerships.

If you do well in this course, you will be able to:

1. Explain careers, opportunities, and benefits of personal selling.
2. Discuss the role of sales and management skills in the marketing process of a product, service, or idea.
3. Exhibit good communication skills necessary in presenting sales strategies.
4. Develop a problem-solving approach to the needs of potential buyers.
5. Analyze why a given selling technique or sales presentation is applicable in a particular sales interaction.
6. Demonstrate uses of the Internet to expand market and track competitive activities within the industry.
7. Demonstrate an understanding of organizational interrelationships and sales management.
8. Use the Internet and contact software in developing sales strategies and customer relationships.
9. Study the legal and ethical factors that apply to the sales process.
10. Demonstrate an understanding of the selling process through a sales presentation.

Possible Assignments Include: (Subject to change each semester. The actual assignments are available in the Syllabus in the Blackboard course site on the first day of classes.)

Your final grade may be based on the following scale. Please note that you must also pass one of the two proctored exams in order to pass the course, regardless of your scores on the other assignments.

There are 2 proctored exams in this course.

Last Updated: July 13, 2011