BUS 3380 - Sales Motivation and Performance

Institution:

Aurora University

Subject:

Description:

3 semester hours This course examines the underlying relationship between being personallymotivated to succeed and its impact on sales performance. We will specifically consider the factors that lead someone to be motivated within, to make the independent decision to achieve sales excellence. This has often been called developing the inner drive. Can sales performance be heightened by developing a stronger desire to succeed? In an increasing competitive marketplace, more value is being placed on "hunting" activities while simultaneously maintainingstrong relationships with current customers. This course will consider the motivational factors required to balance the demands of new client acquisition and current client development. Additionally the course will address how to resist and overcome some of the obstacles common in selling such as sales rejection and call reluctance. 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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