Course Syllabus

BUS 1270 Strategic Selling

Course Description

BUS 1270 is a pragmatic course that explores the theory and application of sales and customer service, with a focus on relationship building. Students will gain experience with presentations based on strategies, theories, and best practices learned in class. The culmination of the course is a final sales presentation, which provides an opportunity to apply what was learned throughout the term.

Justification

Strategic selling is critical in the business world. This course is a study of the fundamentals of salesmanship, emphasizing the behavioral aspects of the communication process and a systematic approach to selling. The course utilizes a consultative, relationship-oriented approach to selling. This course is common in business programs.

General Education Knowledge Area Outcomes

1. (b) Students will present and communicate both in class and in groups. They will evaluate each other and receive grades and feedback from the instructor. (b) Students will present and communicate both in class and in groups. They will evaluate each other and receive grades and feedback from the instructor.
2.  (b) Students will study a variety of verbal influence techniques including questioning, presenting, and gaining commitment. They will practice these skills one at a time and will combine the skills in the signature assignment. Students will receive feedback from peers and the instructor.
3.  (b) Students will be taught to assess the needs of customers by using questioning techniques and by reading body language and tone of voice. They will learn the importance of assessing needs before presenting a product. Students will receive feedback from peers and the instructor.
4.  (b) Students will be taught how to seek and evaluate potential customers from multiple sources. They will also learn how to use this information to customize a sales presentation to an individual customer.
5.  (b) Students will practice the concepts learned in class during presentations, assignments, and class activities. Students will receive feedback from peers and the instructor.
6.  (b) Students will learn how to overcome objections using multiple techniques with an emphasis on doing so respectfully. Students will receive feedback from peers and the instructor.
7.  (b) Students will learn how to use the techniques covered in the class to influence a variety of positive outcomes, not just in the sales context. They will also learn the importance of ethics in influencing others. Students will receive feedback from peers and the instructor.

Student Learning Outcomes

1. Upon successful completion of this course, students will be able to identify the differences between traditional and relationship selling.
2. Upon successful completion of this course, students will be able to implement the tools and techniques to find and approach potential customers.
3. Upon successful completion of this course, students will be able to identify needs through questioning and listening.
4. Upon successful completion of this course, students will be able to develop scripts and questions to effectively present the qualities of a product or service, overcome resistance, and gain commitment.

Course Content

Course content will be centered on relationship selling. Students will learn the difference between relationship selling and traditional selling. Topics such as time management, business ethics, prospecting, and first impressions will be included since they are key components to being successful in sales. Students will create their own sales presentation step-by-step, from approaching prospects to following up after the sale.