BUS-142 Professional Selling
This course is a study of the fundamentals of professional selling as a prerequisite to success in retailing and business occupations. Emphasis is placed on acquiring effective communication skills, self-confidence, and basic selling techniques through practical demonstration, on-site observation, and practice in retail settings. The importance of product knowledge, customer buying motivations, and the role played by the salesperson in the store’s total image are examined.
For more detailed course information view the
Course Outline
Course Description
This course is a study of the fundamentals of professional selling as a prerequisite to success in retailing and business occupations. Emphasis is placed on acquiring effective communication skills, self-confidence, and basic selling techniques through practical demonstration, on-site observation, and practice in retail settings. The importance of product knowledge, customer buying motivations, and the role played by the salesperson in the store’s total image are examined.
Credit Hours
3Semester(s) Course Will Be Offered
Fall
Course Learning Outcomes
- Describe how and why to respond to consumer issues
- Apply the communication process to influence a customer's buying decision
- Evaluate the merits of a sales presentation
Topic Outline
- Careers in professional selling
- Relationship marketing
- The psychology of selling
- The personal communication process
- Acquiring sales knowledge
- Elements in a great sales presentation
- Understanding and handling objections
- Understanding and perfecting closing the sale
- Customer service and follow-up for customer retention
- Challenges and rewards of retail selling