Course Overview
This course is designed to introduce the student to the sales process using a needs based approach. The course will cover the mechanics of selling as well as provide information about the sales profession, sales theories and concepts and selling skills in order to build an understanding of the subject area and competence in buyer/seller communication and interpersonal skills. The focus will also be on international selling situations so the student can understand the selling process as it applies to different cultures. The student will participate in individual and team based role-plays and class discussions, to better understand the role of the professional sales person in a firm.
Prerequisite(s)
- No prerequisites are required for this course.
Credits
3.0
- Not offered this term
- This course is not offered this term. Notify me to receive email notifications when the course opens for registration next term.
Learning Outcomes
At the end of this course the student will be able to:
- Explain the role of selling and customer service within a firm and with a global perspective.
- Explain the steps in the sales process, and the activities involved with each step.
- Work effectively in a team and deliver a sales presentation.
- Develop pre-call and follow-up sales strategies.
- Demonstrate effective verbal, non-verbal and written communication skills.
- Demonstrate effective use of time management skills.
- Evaluate a sales presentation.
Effective as of Fall 2011
Programs and courses are subject to change without notice. Find out more about BCIT course cancellations.