BA 172 - Sales

Description
This course introduces students to the exciting world of sales and the sales process. Students learn principles of selling, presenting a product demonstration, overcoming objections, closing sales, servicing the sales, and preparing and making sales presentations.

Credit Hours: 3
Contact Hours: 3
Prerequisites/Other Requirements: None
English Prerequisite(s): None
Math Prerequisite(s): None
Course Corequisite(s): None
Academic Program Prerequisite: None
Consent to Enroll in Course: No Department Consent Required
Dual Enrollment Allowed?: Yes
Number of Times Course can be taken for credit: 1
Programs Where This Course is a Requirement:
Business Administration, A.B., Marketing, A.B., Pre-Marketing, A.B. (3+1, Davenport University)

General Education Requirement:
None
General Education Learner Outcomes (GELO):
NA
Course Learning Outcomes:
1. Understand the role that selling plays in the free enterprise business system.

2. Understand the problems faced by those engaged in the business of selling.

3. Recognize and use different sales tools.

4. Understand the characteristics of communication styles and select an individual communication style.

5. Develop the steps necessary to begin a sale.

6. Develop and give an effective product demonstration.

7. Prepare and give a professional sales presentation.

8. Distinguish between excuses and objections and how to handle them.

9. Identify possible buying signals and determine what will be needed to close the sale.

10. Understand the importance of post sale service.

11. Describe or demonstrate how to develop a sales plan.

12. Use high-quality, credible, relevant sources to support writing.

13. Consider the context, costs, benefits and consequences of potential solutions to problems or issues.

Course Outline:
I. Selling as a Profession

A. The life, times, and career of the professional salesperson

B. Ethics first.. then the customer relationship

II. Preparation for Relationship Selling

A. The psychology of selling: Why people buy

B. Communication for relationship building: It’s not all talk

C. Sales Knowledge, customers, products, technologies

III. The Relationship Selling Process

A. Prospecting - The lifeblood of selling

B. Planning the sales call is a must

C. Carefully select which sales presentation method to use

D. Begin your presentation strategically

E. Elements of a great sales presentation

F. Welcome your prospect’s objections

G. Closing begins the relationship

H. Service and follow-up for customer retention

IV. Time, Territory, and Self-Management: Keys to success

A. Time, Territory, and Self-Management: Keys to success

Approved for Online and Hybrid Delivery?:
No
Instructional Strategies:
Lecture/Discussion: 10-50%

Facilitated Class Discussion: 10-50%

Student Presentations and Q & A: 0-30%

Group Work: 0-30%

Mandatory Course Components:
None
Equivalent Courses:
None

Accepted GRCC Advanced Placement (AP) Exam Credit: None
AP Min. Score: NA
Name of Industry Recognize Credentials: None

Course prepares students to seek the following external certification:
No
Course-Specific Placement Test: None
Course Aligned with ARW/IRW Pairing: N/A

Mandatory Department Assessment Measures:
None

Course Type:
Program Requirement- Offering designed to meet the learning needs of students in a specific GRCC program.
Course Format:
Lecture - 1:1
Total Lecture Hours Per Week: 3
People Soft Course ID Number: 100014
Course CIP Code: 52.9999
Maximum Course Enrollment: 24
High School Articulation Agreements exist?: No
If yes, with which high schools?: NA
Non-Credit GRCC Articulation Agreement With What Area: No
Identify the Non Credit Programs this Course is Accepted: NA

School: School of Business & Industry
Department: Business
Discipline: BA
Faculty Credential Requirements:
Master’s Degree (GRCC general requirement), Professionally qualified through work experience in field (Perkins Act or Other) (list below)
Faculty Credential Requirement Details:
Professor must possess proven successful sales experience.

Major Course Revisions: N/A
Last Revision Date Effective: 20230216T17:58:03
Course Review & Revision Year: 2027-2028