'BUSS' -- Sales and Marketing Courses
 
   
 

 
BUSS 35 Course Image

BUSS 35 - Professional Selling
                 (3 units)
This course covers the principles of selling and the role of a salesperson in the marketing process.  Topics include characteristics and skills necessary for a successful salesperson, techniques for prospecting and/or qualifying buyers, buyer behavior and critical steps in the selling process.  Students develop and offer a sales presentation for a selected product, service or concept.
(54 hours lecture;      Degree appropriate, CSU)
Prerequisite:   Eligibility for ENGL 68 - Preparation for College Writing

Course Measurable Objectives:

  1. Define professional selling.
  2. List the characteristics of a successful salesperson.
  3. Describe why people buy.
  4. Compare and contrast customer needs, wants, product features and benefits.
  5. List the steps in the sales process and describe how transactions are made.
  6. Analyze ways to secure desire, handle objections, and obtain action by role-playing solutions to problems presented.
  7. Evaluate one's own potential as a professional salesperson and set goals for improvement.

Course Level Student Learning Outcomes:


Students completing BUSS 35 - Professional Selling will:
  1. be able to identify the steps to a sale.
  2. know the difference between Features and Benefits, knowing how to apply them to units of conviction.
  3. be able to define the four types of behavioral styles.
  4. be able to describe the difference between a trial close and a close, while identifying certain types of closes.
NOTE:  Every effort is made to ensure the accuracy and timeliness of this information; however, students should consult the college catalog for the most current and accurate information regarding degrees, certificates, or courses.
Send questions or comments about this Web site to the  Business Division's  Web Content Manager .
Use of this Web server is subject to the Mt. San Antonio College  Terms of Use  and  Privacy Policy .
 
   
.