BUS 422 - SALES AND SALES MGMT

Institution:

Geneva College

Subject:

Business

Description:

This course introduces the student to the basic principles and foundations of personal selling on three levels: industrial, commercial, and retail. Emphasis is on the detailed analysis of the sales process as viewed by the salesperson. Other topics include the organizational buying process, sales communications, the theory of adaptive sales, and ethical legal issues in selling. Using a variety of instructional methods such as role-playing and video cases, students are given the opportunity to practice their newly acquired sales skills. In the second portion of the course, various specialized managerial functions are studied, such as sales department budgeting, sales force organization, territory design, and sales compensation. Spring semester. Prerequisite: BUS 320.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.geneva.edu

Phone Number:

(724) 846-5100

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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