Jun 08, 2023  
2022-2023 Catalog 
2022-2023 Catalog
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BUS 159 - Professional Selling

Credits: 5
Focuses on the interpersonal skills needed for success in a variety of sales and account management positions. Students develop skills in effective communication and relationship building, prospecting, sales presentations, and closing the sale. Students also develop skills that have a wide range of personal and professional applications.

Course Outcomes:
Students who successfully complete this class will be able to:

  1. Describe the character sics of successful sales people.
  2. Outline the sales process.
  3. Summarize methods of prospecting.
  4. Explain the SPIN and ADAPT methods of selling.
  5. Construct a sales presentation.

Program Outcomes
  1. Demonstrate leadership competencies and teamwork skills necessary to resolve interpersonal and organizational challenges that most often occur in the modern workplace.
  2. Communicate clearly, appropriately, and persuasively to business stakeholders, both orally and in writing.
  3. Describe the basics of strategic planning and creative problem solving.
  4. Explain the methods for organizing and delegating work.
  5. Discuss self-management skills related to areas such as goal setting, self-esteem, and problem solving.

College-wide Outcomes
  • Critical Thinking - Critical thinking finds expression in all disciplines and everyday life. It is characterized by an ability to reflect upon thinking patterns, including the role of emotions on thoughts, and to rigorously assess the quality of thought through its work products. Critical thinkers routinely evaluate thinking processes and alter them, as necessary, to facilitate an improvement in their thinking and potentially foster certain dispositions or intellectual traits over time.
  • 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.

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