Course Overview
Process and technique of selling; the sales profession/career; buyer behavior.
3 credits.

Course Objectives
Upon completion of this course, students will have:

1. Developed an understanding of the basic principles of selling and how they apply to virtually all human endeavors - commerical/business, social, personal, political, career-related, etc.
   
   
2. Come to understand that selling is both a systematic "science" (i.e., there is a step-by-step "process" to succeeding in the sales role) as well as an individualized "art" (i.e., that good selling requires adaptation and improvisation on the part of the salesperson, depending on the specific context and circumstances).
   
   
3. Understood the similarities and differences associated with: selling goods vs. services; and selling to consumers vs. selling to businesses/organizations.
   
   
4. Developed an understanding of what a "good" salesperson is today, and what makes them effective vs. ineffective. Related to this, the student should have garnered an enhanced perspective and positive outlook on the selling profession.
   
   
5. Come to appreciate the role of the salesperson as the firm's direct "in-the-field" marketing representative - or the salesperson as a critical employee responsible for performing a number of functions on behalf of both customers and customer prospects.
   
   
6. Examined how the role of the salesperson and the tasks they perform relate to other functions of marketing (e.g., pricing policy, new product development, the gathering of competitive intelligence, etc.) and how the salesperson is a pivotal piece in the ultimate success or failure of the larger corporate enterprise.
   
   
7. Grappled with a number of common ethical/professional dilemmas and related challenges which may face the sales professional at one or more points in their career.
   
   
8. Been introduced to the numerous professional and career-related opportunities available to those who pursue a career in sales and sales management.