The student will learn:
1. to be aware of the wide range of career opportunities available in the
field of selling;
2. training in the techniques and mechanics of salesmanship;
3. to develop skills in oral expression of ideas calculated to influence
4. to demonstrate, in classroom and/or on tape, their ability to organize
and present an effective sales presentation.
1. Selling as a profession.
2. Preparation for successful selling
a. Buyer psychology
b. Sales communications
c. Product knowledge
3. Selling dynamics
b. Sales call planning
d. Handling objections
4. Special selling topics
a. Time and territory management
b. Social, ethical, & legal issues in selling
|Writing: Assessment tools that demonstrate writing skill and/or require students to select, organize and explain ideas in writing.||Writing
10 - 25%
|Essay exams, Term papers||
|Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.||Problem Solving
0 - 0%
|Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.||Skill Demonstrations
10 - 40%
|Class performances, Performance exams||
|Exams: All forms of formal testing, other than skill performance exams.||Exams
10 - 45%
|Multiple choice, True/false||
|Other: Includes any assessment tools that do not logically fit into the above categories.||Other Category
0 - 0%
ABC's OF SELLING, Futrell, Irwin Publishing Company.
CREATIVE SELLING TODAY, Kossen, Harper & Row.