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Apr 18, 2024
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MS 462 - Technical Selling3 lecture hours 0 lab hours 3 credits
Course Description
In this course the work of the individual sales representative or sales engineer employed by the manufacturer, wholesaler or retailer is 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 are all discussed in detail. Role playing of both the salesperson and the purchasing agent is an integral part of the learning process in this course. (prereq: MS 361 )
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 by doing a sales presentation and role play as a purchasing agent
Prerequisites by Topic
Course Topics
- Selling as a profession
- Preparing for relationship selling
- Relationship selling process
- Ethics in sales
- Current events relating to sales/selling
- Sales presentation
- Role play as purchasing agent
Coordinator
Michael Payne
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