Feb 24, 2024  
2022-2023 Catalog 
2022-2023 Catalog [ARCHIVED CATALOG]

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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, BUS 395 , BUS 300 , BUS 401 , BUS 310 , BUS 344 , BUS 402 , BUS 350 , BUS 385 , BUS 403 , BUS 335 , BUS 390  and BUS 365 ; or instructor consent. Recommended: BUS 159 .

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

  1. Critique strategies for effective negotiation based on a negotiation scenario.
  2. Apply interest-based negotiation principles.
  3. Outline the process and strategies needed to create a productive buyer-seller relationship.
  4. Implement successful sales management practices.
  5. Formulate a sales strategy for a given sales scenario.

Program Outcomes
  1. Analyze and use business data to develop appropriate business and marketing strategies.                                     
  2. Apply entrepreneurship principles to better leverage organizational resources.
  3. Apply economic and behavioral concepts to strategy formulation.
  4. Conduct a survey of the business environment, identify opportunities, and formulate a plan for capitalizing on them.
  5. Assess the potential market for a product, and then formulate a plan for developing and marketing the product. 
  6. Formulate and communicate an original business plan to an audience of stakeholders.

College-wide Outcomes
  • 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.

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