3 credits
Spring 2026 Lecture Distance Learning Upper Division
The principles of selling and their application to the industrial businesses. Topics include attitudes and value systems, basic behavioral patterns, the purchase decision process, relationship of sales to marketing, selling strategies, preparing for sales calls, making sales presentations, handling objections, and closing sales. Emphasis is placed on application of principles to real-world situations and on building selling skills through class projects. Requires class trips. Students will pay individual lodging or meal expenses when necessary.
Learning Outcomes1Learn about different aspects of buyer behavior, organized business communication, and psychology as it affects the sales of technical goods in industrial settings.
2Interact with several salespeople to learn first-hand some of the opportunities and frustrations of a career in selling.
3Prepare and apply sales concepts through an interactive sales presentation that is evaluated by a professional salesperson.
Restrictions
made by Purdue students.