Principles of Sales

Course Number: BA 238
Transcript Title: Principles of Sales
Created: September 1, 2012
Updated: June 19, 2015
Total Credits: 3
Lecture Hours: 30
Lecture / Lab Hours: 0
Lab Hours: 0
Satisfies Cultural Literacy requirement: No
Satisfies General Education requirement: No
Grading options: A-F (default), P-NP, audit
Repeats available for credit: 0


WR 115, RD 115 and MTH 20 or equivalent placement test scores

Course Description

Explores the principles of sales for business to business and business to consumer sales with a focus on relationship selling. Covers the psychology of selling with respect to why people buy and the communication process. Dissects the sales process from prospecting, through presentation, to follow-up. Prerequisites: WR 115, RD 115, and MTH 20 or equivalent placement test scores. Audit available.

Intended Outcomes

Upon successful completion of this course, students will be able to:

  1. Understand and apply the elements of sales: buyer behavior, communication skills, products, prices, distribution, promotion, and competition.
  2. Utilize selling techniques that involve prospecting, planning, presenting, handling objectives, closing, follow-up, and servicing customers after the sale.
  3. Recognize current issues and situations related to sales that may be different from the norm.

Outcome Assessment Strategies

Assessment may include:  Homework, abstracts, roll-play sales presentations, individual or group projects with original work, group discussions, case study analysis, presentations, completion of examinations and quizzes.

Course Activities and Design

Activities may include: readings and videos, class discussions, written homework, presentations.

Course Content (Themes, Concepts, Issues and Skills)

  1. Define and explain selling, especially relationship selling.
  2. Define and explain marketing and marketing concepts and how sales fit in the marketing concept.
  3. Recognize the importance of social, ethical, and legal issues as professional sales personnel.
  4. Understand the psychology of selling
  5. Develop the ability to effectively communicate to achieve sales success.
  6. Understand that successful salespeople are knowledgeable.
  7. Understand the process of prospecting and the pre-approach.
  8. Know how to select a sales presentation.
  9. Recognize the elements of the sales presentation and when to use which.
  10. Learn how to skillfully handle prospect's questions, resistance, and objections.
  11. Learn the elements of closing a sale and which to use for a given situation.
  12. Understand the importance of building relationships through service.
  13. Discuss time, territory, and self-management.
  14. Review sales management.