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Apr 16, 2024
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BA 4620 - Technical Selling3 lecture hours 0 lab hours 3 credits
Course Description
This course will serve as a foundation for understanding all major aspects of personal selling. The work of the individual sales representative or sales engineer will be reviewed with emphasis on sales to and for industrial and business enterprises. Characteristics of the successful salesperson, making a good sales presentation , prospecting for leads, and time and territory management will be discussed. Role-playing of both the sales person and the purchasing agent, buyer, is an integral part of the learning process. Practice and feedback will be given to enhance skills in oral presentation, written expression, and class participation. (prereq: BA 2661 )
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
- Effectively formulate, express, and understand ideas of the principles of selling and how it relates to the business world
- Understand the elements needed of a salesperson from service to ethics
- Broaden one’s understanding of the key elements in the American free enterprise system
Prerequisites by Topic
Coordinator
Dr. Michael Payne
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