BMK K 106 - Principles of Selling

Institution:

Connecticut State Community College Three Rivers

Subject:

Description:

Prerequisite: Placement score indicating ENG* K101 or completion of ENG* K100 with a "C" grade or better. This course is designed to prepare students for professional selling of products, services, and ideas. It concentrates on the mutual satisfaction of both buyers and sellers and the role of the salesperson. Topics studied include the communication process, sales territory management, and the seven steps in the selling process: prospecting, approach, presentation, demonstration, handling of objections, closing and follow-up. Practical application of these concepts in industrial sales, consumer sales, public service selling, and political campaigns is also examined through case studies, role-playing, and student participation exercises.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.trcc.commnet.edu

Phone Number:

(860) 886-0177

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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