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Master Course Outline
Principles of Selling

Course Number: BUS 187
Credits: 5
Hours per Quarter: 50

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 Skills and Attitude Outcomes


Syllabi Listing
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
BUS 187
Fall 2011
0294
Tatiana Moriarty
BUS 187
Fall 2010
0294
Francis Lyons


Two Year Projected Schedule

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

*Year one is all odd years (2003-2004)
**Year two is all even years (2004-2005)