Dec 08, 2023
BUS 360 - Sales and Negotiation Credits: 5
Students learn to integrate selling and negotiation strategies to effectively create productive buyer-seller relationships. Topics include strategic prospecting, managing the sales funnel, developing sales proposals, applying interest-based negotiations principles, and developing options for mutual gain.
Enrollment Requirement: Admission into the BAS in Marketing and Entrepreneurship program; and BUS 121 ; and (BUS&101 or BUS 181 ); and (MATH&141 or MATH 147 ); or instructor consent. Recommended: BUS 159 .
Students who successfully complete this class will be able to:
- Critique strategies for effective negotiation based on a negotiation scenario.
- Apply interest-based negotiation principles.
- Outline the process and strategies needed to create a productive buyer-seller relationship.
- Implement successful sales management practices.
- Formulate a sales strategy for a given sales scenario.
- Analyze and use business data to develop appropriate business and marketing strategies.
- Apply entrepreneurship principles to better leverage organizational resources.
- Apply economic and behavioral concepts to strategy formulation.
- Conduct a survey of the business environment, identify opportunities, and formulate a plan for capitalizing on them.
- Assess the potential market for a product, and then formulate a plan for developing and marketing the product.
- Formulate and communicate an original business plan to an audience of stakeholders.
- Responsibility - Responsibility encompasses those behaviors and dispositions necessary for students to be effective members of a community. This outcome is designed to help students recognize the value of a commitment to those responsibilities which will enable them to work successfully individually and with others.
- Written Communication - Written Communication encompasses all the abilities necessary for effective expression of thoughts, feelings, and ideas in written form.
Add to Portfolio (opens a new window)