Sales | 3 Credits

In this course, 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, T. N., LaForge R., W., Avila, R. A., Schwepker, C. H., & Williams, M. R. (2020). SELL. 6th Edition. ISBN: 9781337671873. Rental available at https://www.cengage.com/c/sell-6e-ingram/9781337408004/

• 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.

In this course, 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, T. N., LaForge R., W., Avila, R. A., Schwepker, C. H., & Williams, M. R. (2020). SELL. 6th Edition. ISBN: 9781337671873. Rental available at https://www.cengage.com/c/sell-6e-ingram/9781337408004/

• 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

• BAMS 310x Sales Concepts and Application