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Oct 23, 2026
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BUS 1149 - Professional Selling
Credits: 3
Catalog Description
This course is an introduction to effective sales methods and career opportunities in typical sales fields. Each student will participate in a sales demonstration using the selling methods learned. Topics include steps of selling, closing techniques, follow-up, and marketing techniques. Relationship-selling is discussed.
Additional fee to student: No
Learner Outcomes
- Describe the relationship of personal selling to market-driven economies.
- Explain personal selling as a dimension of marketing.
- Identify career opportunities in the field of personal selling.
- List characteristics of selling positions in retailing, wholesaling, and service.
- Discuss how self-image forms the foundation for building long-term selling ties.
- Explain the importance of projecting a positive sales image.
- Indicate the basic rules of etiquette that are important to salespeople.
- Explain the benefits from an understanding of communications styles.
- Demonstrate how to translate product features into buyer benefits.
- Describe positioning as a product-selling strategy.
- Discuss the factors that influence people to make buying decisions.
- List the ways to discover buying motives.
- Name the theories that explain how people arrive at buying decisions.
- List common reasons for buyer-resistance.
- Demonstrate how to close a sale and follow-up after the sale.
- Participate in an effective sales presentation.
Major Areas of Course Content
- Evolution of selling models
- Communication styles
- Ethical decision-making in selling
- Developing a customer relationship strategy
- Developing a product strategy
- Approaching, negotiating, closing, and servicing the sale
- Buying process and buyer behavior
Credit for Prior Learning Options
Credit by Portfolio Review
Credit for Prior Learning Option Procedure(s)
Student completes sales presentation and detail portfolio showing sales experience and knowledge.
Add to Portfolio (opens a new window)
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