Course Description

Development of professional selling skills through experiential learning emphasizing persuasive communication, adaptive selling, and professionalism. Topics include prospecting, needs discovery, presenting, objections, closing, and negotiation. Role-plays and industry-judged sales competitions reinforce sales concepts, prepare students for leadership and career success in sales.

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Athena Title

Professional Selling

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Equivalent Courses

Not open to students with credit in MARK 4210E

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Prerequisite

MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001E or MARK 3001H

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Semester Course Offered

Offered every year.

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Grading System

A - F (Traditional)

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Student learning Outcomes

• Students will describe career opportunities and roles in sales.
• Students will identify key elements of persuasive communication in selling.
• Students will demonstrate the steps of the sales process.
• Students will conduct a consultative sales meeting using effective selling techniques.
• Students will apply adaptive selling and persuasive communication techniques.
• Students will demonstrate professionalism and recognize ethical considerations in sales interactions.

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Topical Outline

• The Professional Selling Process
• Adaptive Selling and Behavioral Styles
• Selling Approaches and Career Paths
• The Sales Process
• Sales Call Planning
• Ethics and Professionalism in Selling
• Buyer Behavior
• Leadership in Sales
• Follow-up
• Sales Skills for Career and Life Success

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Experiential Learning Outcomes

Leadership

Articulate, implement, and reflect on a substantive application of their academic foundations to a real-world setting and/or challenge

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Syllabus

Select Faculty / Instructor to download syllabus:   Ellis, Kevin   Gooner, Richard   Rippe, Cindy

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