MK441 Professional Sales Strategies (3 cr.)

This course covers the theory and practice of selling products and services. Approaches to professional selling are reviewed, with the application of selling and customer relationships skills emphasized. Topics covered include the theories and practices of customer prospecting and approach, determining customer wants and needs, sales presentation, overcoming objections, closing the sale, and sales territory management. Also reviewed are communications skills and techniques needed for developing relationships and negotiating sales transactions. Finally, the legal and ethical issues pertaining to contemporary selling are covered. 

Upon completion of this course, students are expected to be able to do the following:

1. Describe the selling process and the business relationships within this process.
2. Describe the various sales prospecting methods and importance of prospecting.
3. Appraise the different sales presentation methods and when to use them.
4. Demonstrate business negotiations as part of the sales presentation.
5. Explain the importance of verbal and nonverbal communication during the sales process.
6. Differentiate between the major prospect objection categories and how to handle objections from each category.
7. Examine the elements of a successful sales close and the ability to construct a multiple close sequence.
8. Explain the importance of properly handling customers’ complaints in a professional manner.
9. Examine the ethical responsibilities of sales people when dealing with national and international customers.
10. Recognizing the importance of managing one’s own time, territory, and sales career.