Go to Main Content

.

 

HELP | EXIT

Syllabus Information

 

Winter 2021
Mar 28,2024
Transparent Image
Information Use this page to maintain syllabus information, learning objectives, required materials, and technical requirements for the course.

Syllabus Information
BA 238 - Sales
Associated Term: Winter 2021
Learning Objectives:
Upon successful completion of this course, the student should 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:


Return to Previous New Search
Transparent Image
Skip to top of page
Release: 8.5.4