MKT 123 Fundamentals of Selling

Lecture: 3 Lab: 0 Clinic: 0 Credits: 3

This course is designed to emphasize the necessity of selling skills in a modern business environment. Emphasis is placed on sales techniques involved in various types of selling situations. Upon completion, students should be able to demonstrate an understanding of the techniques covered.

Course is typically offered in Spring.
Course has transfer restrictions - 10 years

Student Learning Outcomes (SLOs)
At the completion of the course, the students should be able to do the following:

Design an appropriate sales approach for a given selling situation in a written report and in role play scenarios.
Demonstrate sales call planning for assigned role play scenarios in a written report and in role play scenarios.
Apply needs-analysis selling techniques in role play scenarios.
Apply buying motivation theory in simulated purchase situations.
Apply sales negotiation techniques in role play scenarios.
Demonstrate appropriate overall sales call techniques in video role play scenarios.