0 or 3 credits
Fall 2025 Recitation Lecture Distance Learning Upper Division
This course focuses on long-term relationship selling. The course is organized around a seven-step selling process which has proven to be effective. The course adds to this process some principles of marketing and business strategy. The elements are necessary for the success of professional salesperson both in successful prospecting and making strategic choices as to how to allocate their time within the territory. Important to the learning process is actually practice of principles. Students will do various exercises of principles such as prospecting and negotiation. At the end of the semester, students will hone the skills learned through the semester with a series of role plays designed to put them in position of both seller and buyer.
Learning Outcomes1Recognize that selling is a process which can be taught versus an innate trait.
2Have an organized approach to the process of selling which can be applied to any industry.
3Know principles of marketing and strategy which students can apply to the selling process.
4Know principles of negotiation and handling objections both through class assignments and role playing.
5Know how to do effective product presentation and frame benefits to the clients through a series of role play scenarios.
Prerequisites
Restrictions
made by Purdue students.