Apr 20, 2024  
2021-2022 Undergraduate Academic Catalog 
2021-2022 Undergraduate Academic Catalog [ARCHIVED CATALOG]

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BA 4620 - Technical Selling

3 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 salesperson 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 by doing a sales presentation and role play as a purchasing agent

Prerequisites by Topic
  • None

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

Dr. Michael Payne

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