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Master
Course Outline
BUS 187
Principles of Selling
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| Credits: 5 |
Clock Hours per Quarter: 50
AA Discipline:
Lecture Hours:50
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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.
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Course Topics
The Psychology of Selling
Sales Knowledge
Planning The Sales Call
Selecting The Sales Presentation
Elements of A Great Sales Presentation
Closing The Sale
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Syllabi
Listing
See ALL Quarters
| Course |
Year
Quarter
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Item
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Instructor |
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| BUS 187 |
Fall 2012 |
0294 |
Francis Lyons |
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| BUS 187 |
Spring 2012 |
0305 |
Francis Lyons |
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| BUS 187 |
Fall 2011 |
6047 |
Linda Lane |
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| BUS 187 |
Fall 2011 |
0294 |
Tatiana Moriarty |
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| BUS 187 |
Fall 2010 |
0294 |
Francis Lyons |
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Two Year Projected Schedule
| Year
One* |
Year
Two** |
Fall |
Winter |
Spring |
Summer |
Mini |
Fall |
Winter |
Spring |
Summer |
Mini |
X
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X
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*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.
printable version
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