Sales 3 Credit Equivalent

Demonstrate effective sales principles to manage organization’s sales and key accounts.

Projects

Number Title Description Credit Equivalent
SALE 300 Sales Concepts and Application

In this project, students will be assessed based on the knowledge and skills required to integrate the sales function into the operation of a successful organization. To demonstrate mastery, they will explain the role of professional selling in meeting organizational objectives, explain the sales process from prospecting to customer care, and analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.

Required text: Ingram, Thomas, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, and Michael R. Williams, SELL4, 4th Edition. ISBN: 978-1285164724

  • Explain the role of professional selling in meeting organizational objectives.
  • Explain the sales process, from prospecting to customer care.
  • Analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.

Prerequisites:

  • MKTG 305: Marketing Plan

    MKTG 305: Marketing Plan

    In this project students will be assessed based on the knowledge and skills required to develop and professionally present a comprehensive marketing plan for an organization’s products and/or services.

    Required text: Lamb, Charles W., Joe F. Hair, and Carl McDaniel, MKTG: Principles of Marketing (with CourseMate Printed Access Card), 10th Edition (Any older edition is fine). ISBN: 978-1305631823
    Successful completion of this project satisfies credit equivalents in the following competency areas: Marketing (1.5) and Business Communication (0.5)

    • Develop marketing plans for organizations’ products and services.
    • Present marketing plans to key stakeholders.
    • Deliver effective formal presentations in organizational contexts.
1
SALE 305 Sales and Sales Territory Management Practicum

In this project, students will be assessed based on the basic skills required to execute a professional sales call, plan and organize sales activities, and evaluate their own strengths and weakness related to various sales functions. To demonstrate mastery, students will successfully gain a sales commitment from a buyer in a mock training environment, explain and properly use the techniques required to effectively plan sales territory activities, and assess their own abilities in relation to various sales roles.

Required text: Ingram, Thomas, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, and Michael R. Williams, SELL4, 4th Edition. ISBN: 978-1285164724

  • Successfully gain a commitment from the buyer in a mock training environment.
  • Create a territory management plan.
  • Describe the various organizational structure for sales teams and the roles of each team member.

Prerequisites:

  • SALE 300: Sales Concepts and Application

    SALE 300: Sales Concepts and Application

    In this project, students will be assessed based on the knowledge and skills required to integrate the sales function into the operation of a successful organization. To demonstrate mastery, they will explain the role of professional selling in meeting organizational objectives, explain the sales process from prospecting to customer care, and analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.

    Required text: Ingram, Thomas, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, and Michael R. Williams, SELL4, 4th Edition. ISBN: 978-1285164724

    • Explain the role of professional selling in meeting organizational objectives.
    • Explain the sales process, from prospecting to customer care.
    • Analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.
2
Number
SALE 300
Title
Sales Concepts and Application
Description

In this project, students will be assessed based on the knowledge and skills required to integrate the sales function into the operation of a successful organization. To demonstrate mastery, they will explain the role of professional selling in meeting organizational objectives, explain the sales process from prospecting to customer care, and analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.

Required text: Ingram, Thomas, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, and Michael R. Williams, SELL4, 4th Edition. ISBN: 978-1285164724

  • Explain the role of professional selling in meeting organizational objectives.
  • Explain the sales process, from prospecting to customer care.
  • Analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.

Prerequisites:

  • MKTG 305: Marketing Plan

    MKTG 305: Marketing Plan

    In this project students will be assessed based on the knowledge and skills required to develop and professionally present a comprehensive marketing plan for an organization’s products and/or services.

    Required text: Lamb, Charles W., Joe F. Hair, and Carl McDaniel, MKTG: Principles of Marketing (with CourseMate Printed Access Card), 10th Edition (Any older edition is fine). ISBN: 978-1305631823
    Successful completion of this project satisfies credit equivalents in the following competency areas: Marketing (1.5) and Business Communication (0.5)

    • Develop marketing plans for organizations’ products and services.
    • Present marketing plans to key stakeholders.
    • Deliver effective formal presentations in organizational contexts.
Credit Equivalent
1
Number
SALE 305
Title
Sales and Sales Territory Management Practicum
Description

In this project, students will be assessed based on the basic skills required to execute a professional sales call, plan and organize sales activities, and evaluate their own strengths and weakness related to various sales functions. To demonstrate mastery, students will successfully gain a sales commitment from a buyer in a mock training environment, explain and properly use the techniques required to effectively plan sales territory activities, and assess their own abilities in relation to various sales roles.

Required text: Ingram, Thomas, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, and Michael R. Williams, SELL4, 4th Edition. ISBN: 978-1285164724

  • Successfully gain a commitment from the buyer in a mock training environment.
  • Create a territory management plan.
  • Describe the various organizational structure for sales teams and the roles of each team member.

Prerequisites:

  • SALE 300: Sales Concepts and Application

    SALE 300: Sales Concepts and Application

    In this project, students will be assessed based on the knowledge and skills required to integrate the sales function into the operation of a successful organization. To demonstrate mastery, they will explain the role of professional selling in meeting organizational objectives, explain the sales process from prospecting to customer care, and analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.

    Required text: Ingram, Thomas, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, and Michael R. Williams, SELL4, 4th Edition. ISBN: 978-1285164724

    • Explain the role of professional selling in meeting organizational objectives.
    • Explain the sales process, from prospecting to customer care.
    • Analyze the effectiveness of sales calls in the context of major sales models, buyer type, and buying situations.
Credit Equivalent
2