Search Results

BUS 0284 - Selling Dynamics

http://catalog.sierracollege.edu/course-outlines/bus-0284/

Catalog Description Formerly known as BUS 124 Hours: 54 lecture Description: Demonstrates the importance of effective personal selling techniques, communication skills and organizational success. The course will examine the personal selling philosophy and career opportunities in professional consumer and business selling. Explore the presentation process, presentation strategies and trade shows. Techniques are illustrated in the steps of selling: approach, sales demonstration, overcoming objections, negotiation, closing, and servicing the sale. Examine the social, ethical, and legal issues of selling. This course is recommended for any student who wants to develop better personal and selling techniques for resume, job or promotion opportunities. (CSU) Course Student Learning Outcomes CSLO #1: Compare and analyze different selling models used in business-to-business and business-to-consumer sales, including compensation, territory management and prospecting methods. CSLO #2: Evaluate individual steps in a successful selling strategy, including prospecting, approach, needs assessment, answering objections, closing and servicing the sale. CSLO #3: Design and present a complete selling script or a professional selling presentation. Effective Term Fall 2025 Course Type Credit - Degree-applicable Contact Hours 54 Outside of Class Hours 108 Total Student Learning Hours 162 Course Objectives Through written and/or oral activities the student will: 1. Evaluate the importance of selling in the economic development of our society. 2. Explore the career opportunities in sales and demonstrate the skills and personal attributes required to be successful in a sales role. 3. Examine ethical considerations in sales practices, maintaining integrity, and building long-term customer relationships based on trust. 4. Analyze various sales presentation strategies and presentation methods and compare and contrast techniques for improving their effectiveness. 5.Utilize a variety of question types (i.e., ADAPT questioning system) based on buyer type, amount of information needed, and strategic purpose. 6. Explain the difference between features and benefits and how benefits relate to customer needs and create value for them. 7. Explain how to leverage digital tools and CRM systems to enhance sales efficiency and effectiveness. 8. Develop effective communication skills necessary for personal selling including listening skills, building rapport, persuasive verbal communication, and non-verbal communication. 9.Design and present a sales presentation that includes visual aids. General Education Information Approved College Associate Degree GE Applicability CSU GE Applicability (Recommended-requires CSU approval) Cal-GETC Applicability (Recommended - Requires External Approval) IGETC Applicability (Recommended-requires CSU/UC approval) Articulation Information CSU Transferable Methods of Evaluation Projects Example: Project: Create and present a business-to-business sales presentation that includes a sales aid. Research will be conducted on both the seller's company/product (the company you are selling for), and the buyer's company (the company you are selling to). Even though the scenario is fictional, the content within the presentation should be based on facts from your research. The presentation must include: proper use of a sales aid, 2 objections/concerns from buyer and proper handling of it, reassurance of after sale follow up, earn commitment and close Students will be evaluated by the ability to use the ADAPT process with questions that make sense to the buyer. During the presentation students will be assessed on how well they relate the features of the product in ways that will benefit the buyer’s company. Non-verbal communication skills will be assessed. Organization, body language, expressiveness, and the use of visual aids are part of the oral presentation evaluation. Skill Demonstrations Example: After reading and participating in lectures regarding the Qualifications and Skills Required for Successful Salespeople along with Building Trust- Compatibility/Likability and Customer Orientation students will complete their first role play of interviewing for a sales job. “After browsing career websites such as LinkedIn and Indeed.com, find a sales job you would be interested in pursuing. Your interview with this job will include 'selling' yourself and building trust with the employer based off the concepts we have learned in chapters 1 and 2:”. Students can be evaluated live or in prerecorded presentations. They will be evaluated on their ability to use concepts we learned (specific attributes needed by salespeople, etc.) to a real-life situation. Repeatable No Methods of Instruction Lecture/Discussion Distance Learning Lecture: Instructor will present the various types of questions utilized when approaching different buyers. Discussion with students will include comparing and contrasting different methods. (Objective 5) Distance Learning Instructor will present recorded and written lecture content regarding prospecting and the tools used in the sale profession to be most efficient. A discussion board will follow: In regards to prospecting methods, there are quite a few ways to go about finding prospects. These include cold-calling, networking, company CRM systems, and more. After reading section 3 in your text, answer one of the following questions: Some of you have sales experience! Can you tell the class about the prospecting methods you have used and whether you liked it? For those of you who have not had this experience, can you talk about which methods are most appealing to you and why? (Objective 7) Typical Out of Class Assignments Reading Assignments 1. Read the case study at the start of chapter 2, "Thinking Outside the Box". Regarding ethical sales approaches, what thoughts did you have while reading it? Did you think this sales rep had a good plan? Do you think it could have backfired? How does this all tie in with what you learned in the chapter about building trust and sales ethics? (give me specifics by using terminology/definitions that were presented in chapter 2). The student will be evaluated through an online discussion board (video or written submission) or in-person discussion. 2. Read chapter "Welcome Your Prospect's Objections". Select one of the six objections and identify the objection as to a major or minor objection. Identify the objection as a practical or psychological objection. Assess the objection as to the categories listed in the text (1-6). Prepare a plan to overcome the objection and present your plan to the class for debate. Writing, Problem Solving or Performance 1. Propose opportunities in international sales consulting. Compare and contrast selling habits and techniques within the United States versus Japan, China, et al. Prepare a 2-3 page paper and 10-15 minute presentation to present to the class your findings and recommendations. 2. Exam Question Define selling concepts as they relate to customer service management. Distinguish customer buying motives. Illustrate how your initial contact with a customer (phone, cold call, or referral) will be handled. Other (Term projects, research papers, portfolios, etc.) After listening to our guest speaker talk about prospecting, write a 1-2 page paper that answers the following questions: What was the most useful information you obtained from the guest speaker videos? Explain the approaches that can be used to prioritize sales prospects? Did our guest speaker use any of these? If so, explain. Required Materials SELL: Trust Based Professional Selling Author: Ingram and Laforge Publisher: Cengage Publication Date: 2024 Text Edition: 7 Classic Textbook?: No OER Link: OER: Other materials and-or supplies required of students that contribute to the cost of the course.