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 2012 0294 Francis Lyons View Syllabus BUS 187 Spring 2012 0305 Francis Lyons View Syllabus BUS 187 Fall 2011 6047 Linda Lane View Syllabus BUS 187 Fall 2011 0294 Tatiana Moriarty View Syllabus BUS 187 Fall 2010 0294 Francis Lyons View Syllabus 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)