BUSN1020 Principles of Selling
This course covers the role of sales in the economy, the importance of a positive sales attitude, the basic steps of a sale, and how the salesperson is viewed as a representative of a company. The student will be required to conduct a sales presentation to a buyer of a product.
Prerequisite
Qualifying score on writing assessment test OR
ENGL0930
Course Requirements and Evaluation
Refer to Course Syllabus for detailed information regarding the requirements and evaluation standards for this course. The Course Syllabus will be distributed the first week of the course.
Learning Outcomes
The following outcomes will be addressed in the course:
Describe the significance of selling in the strategic marketing plan
Compare and contrast personal selling and business-to-business selling
Identify targeted customers
Prepare strategic sales objectives
Describe the sales process, including prospecting, preparation, approach, presentation, objective handling, closing, and follow-up
Identify customer needs/wants/motives
Demonstrate questioning and listening skills in response to customer inquiries and objections
Effectively present product and service features, advantages, and benefits
Demonstrate product or service features and advantages and successful closing techniques
Demonstrate effective follow-up to ensure customer satisfaction and overall sales tracking
Text and References
A list of textbooks required for this course is available at the
campus store and in eServices.
Course Scheduling
The scheduled hours of instruction include sixteen hours for each lecture credit, thirty two hours for each lab credit and forty hours for each credit of supervised occupational experience (SOE). Lecture credit may include formal or impromptu lectures, demonstrations or discussions with the entire class or with small groups or individuals. Refer to the Credit Details section of this course outline for the credit breakdown.
Accommodations Statement
Access Services - Reasonable accommodations are available to qualified students with documented disabilities. Upon attending an intake meeting with Access Services, qualified students will receive a letter listing the approved accommodations that they may provide to their instructors. If you have a documented disability that may require accommodations, contact HTC Access Services at
AccessServices@hennepintech.edu or
https://hennepintech.edu/current-students/access-services/index.html.
Campus
Brooklyn Park Campus and Eden Prairie Campus: 952-995-1300
Credit Details