CSR 315: Relationship Selling

0 or 3 credits

Spring 2025 Recitation Lecture Distance Learning Upper Division
Data from
Spring 2025
last updated 2/17/2025
Spring 2025 Instructors:

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 Outcomes

1Recognize 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.

Course CSR 315 from Purdue University - West Lafayette.

Prerequisites

Restrictions

Selling & Sales Management major

Attachments

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GPA by professor

No grades available

Other terms
Tong...(Spring 2019)
3.8
Anit...(Fall 2019)
3.2
Step...(Summer 2019)

No grades available

Erin...(Fall 2024)

No grades available

T

Shinyong Jung

001
3:00 pm
Lec
R

Shinyong Jung

001
3:00 pm
Lec

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