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Master Course Outline
BUS 187
Principles of Selling


Credits: 5
Clock Hours per Quarter: 50

AA Discipline:

Lecture Hours:50


Description
Analyze how sales personnel meet customers' needs, present benefits, gain commitment for purchase and provide service after the sale. FAB and AIDA will be discussed as a means to developing sales presentations. Students will demonstrate each type of sales presentation to include the development of visuals to aid in presentations. Formerly BA 187.

Intended Learning Outcomes
  • Define the sales process.
  • Be able to construct a SELL Sequence.
  • Explain the differences within FAB.
  • Explain AIDA and how this techniques is used.
  • Explain and demonstrate the different types of sales presentations.

  • Course Topics
  • Project planning.
  • Project writing.
  • Project presentation.
  • Professional final presentation.

  • Syllabi Listing See ALL Quarters
    Course
    Year Quarter
    Item
    Instructor  
    BUS 187
    Fall 2013
    6047
    Linda Lane
    BUS 187
    Fall 2013
    0301
    Anne Nelson
    BUS 187
    Fall 2012
    0294
    Francis Lyons
    BUS 187
    Spring 2012
    0305
    Francis Lyons
    BUS 187
    Fall 2011
    6047
    Linda Lane


    Two Year Projected Schedule

    Year One* Year Two**
    Fall
    Winter
    Spring
    Summer
    Mini 
    Fall
    Winter
    Spring
    Summer
    Mini
    X
     
     
     
     
    X
     
     
     
     

    *If fall quarter starts on an odd year (2003, 2005, etc.), it's Year One.
    **
    If fall quarter starts on an even year (2002, 2004, etc.), it's Year Two.