Syllabus Information |
Winter 2023
Dec 26,2024 |
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 | Use this page to maintain syllabus information, learning objectives, required materials, and technical requirements for the course. |
| BA 238 - Sales |
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Associated Term:
Winter 2023
Learning Objectives: Upon successful completion of this course, the student will be able to: 1. Utilize concepts borrowed from the behavioral sciences to gain a better understanding of the nature of buyers 2. Define proven techniques for locating qualified customers 3. Create the favorable conditions that are important in approaching customers 4. Apply the major methods for gaining attention of prospective customers 5. Apply the major techniques for handling sales resistance to given sales situations 6. Articulate the importance of active listening as a means for gaining customer interest and uncovering relevant information 7. Recognize the typical types of buying signals 8. Articulate the need for ethical behavior by salespeople 9. Demonstrate the major techniques for closing the sale 10. Identify some of the more common warning signs of deteriorating customer relations Required Materials: Technical Requirements: |
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