Jul 23, 2018  
2017-2018 College Catalog 
    
2017-2018 College Catalog [ARCHIVED CATALOG]

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BMK* K106 - Principles of Selling °


3 CREDIT HOURS
Prerequisite: ENG* K101  or ENG* K101S  placement∞ or completion of ENG* K096  with a “C#” grade or better.
This course is designed to prepare stu­dents for professional selling of products, services, and ideas. It concentrates on the mutual satisfaction of both buyers and sellers and the role of the salesperson. Topics studied include the communica­tion process, sales territory management, and the seven steps in the selling process: prospecting, approach, presentation, demonstration, handling of objections, closing and follow-up. Practical applica­tion of these concepts in industrial sales, consumer sales, public service selling, and political campaigns is also examined through case studies, role-playing, and student participation exercises.



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