Jun 13, 2024  
2012-2013 Saint Joseph’s College Online 
2012-2013 Saint Joseph’s College Online [Archived Catalog]

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SA 301 - Principles of Sales (Salesmanship)

The initial focus of the course is on the sales function, learned persuasive techniques will have value in many other areas of social and professional life that range from job interviewing to effective business meetings. This course also focuses on enhancing one’s ability to use appropriate, ethical communications that help one to accomplish their objectives.

Prerequisites & Notes
MK 201

Assignment Overview
Assignments: 8 Week Course

Interactivity: Discussion Board

Final Assessment: Final Exam

Course Learning Objectives
Upon completion of this course, you should be able to do the following:

  • Recognize the parallelism of professional-selling skills to persuasion/influencing-skills that are needed by business professionals, including those who are in nonsales positions.
  • Describe the importance of professional development as a critical factor that contributes to a sales rep’s success, including key areas in which a sales representative would want to gain expertise.
  • Apply key communication tools and learning to your day-to-day business environment to facilitate your ability to be seen by others as a persuasive and influential individual.

  Additionally, you will gain an understanding of the following:

  • The Selling Cycle – The Buying Cycle
  • FAB – Features, Advantages, Benefits
  • Selling/Persuading/Communication Techniques
  • Effective Professional Presentation Techniques
  • Sales, as part of the marketing concept
  • Interactions with People – Managing YOUR interpersonal relationships
  • Dressing for success.  

Credits: 3

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