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Feb 08, 2025
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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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