BUS 3320 - The Professional Sales Process

Institution:

Aurora University

Subject:

Description:

3 semester hours As a result of taking this course on professional selling and salesmanagement, students will be able to work through the entire sales process. This includes prospecting, sales pre-planning, writing sales proposals, preventing and handling objections, sales closing, and post sales servicing. The student will be able to use these selling tools to enhance his/her sales performance. In addition, students will be able tomake better salesmanagement decisions including hiring andmotivation activities. The specific outcomes students will obtain fromtaking the course include:mapping out the entire client/customer buying process, conducting written sales plans and a professional interactive oral sales presentation, developing a sales strategy with action points for every step in the professional sales process, knowing how to use multiple prospecting methods, responding effectively to objections, and asking for commitments that move the sales process forward and complete in a buying decision. Students will also examine sales force management issues. They will investigate the specific responsibilities of sales managers including: sales force recruitment and selection, training and motivation of the sales team, and compensation strategies. (Fall) Prerequisite: BUS2300.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.aurora.edu

Phone Number:

(630) 892-6431

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Semester

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