SAMG1211 Professional Sales Fundamentals

Course Description

In today's highly competitive market an effective sales approach is important in every industry. In this course students will design a business-to-business sales presentation by defining customers needs, explaining the value customers receive from the organization, and practicing approaches to reach a joint purchasing agreement with clients. This course will focus on the theory and practice of personal selling used by organizations to build long term business relationships.

Student Learning Outcomes

  • Define personal selling characteristics and practice personal selling style.
  • Distinguish between traditional and trust-based relationship selling
    and apply the steps of the selling process.
  • Explain the importance of sales ethics and practice scenarios.
  • Define types of buyers and apply style flexing while role playing.
  • Explain buying teams and member roles as it applies to an organizations
    sales team.
  • Utilize various sales tools and their applications in the selling process.
  • Practice active and effective listening.
  • Interpret the different forms of verbal and nonverbal communication used in the sales process.
  • Research the importance of networking.
  • Define your customers business.
  • Understand customer complaints and resolution methods and apply to the
    business setting.
  • Develop and present the business-to-business (B2B) sales presentations
    through research, building rapport, determining needs, demonstrating, trial closing, clarifying questions and objections, professional closing techniques, follow-up and use of relationship selling techniques.


Please see eServices for section availability and current pre-req/test score requirements for this course.

3 credits: 3 lectures / presentations, 0 lab, 0 other