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BUS 213 PRINCIPLES OF SELLING

BUS 213 – Principles of Selling

Course Outline

Course Number & Name:  BUS 213 Principles of Selling

Credit Hours:  3.0             Contact Hours:  3.0          Lecture:  3.0       Lab:  N/A             Other:  N/A

Prerequisites:  Grade of “C” or better in BUS 201

Co-requisites:  None                                                      Concurrent Courses:  None

Course Description: Students study the techniques of successful selling. Topics covered include the location and selection of prospects, the approach, the sales presentation, meeting objectives, and closing the sale.  These techniques are applied through student sales presentations and use of videotape evaluations.

Course Goals: Upon successful completion of this course, students should be able to do the following:

  1. discuss the principles of selling and their application within the larger business enterprise;
  2. examine the operational side of selling that contributes to the success of the individual and/or firm as it operates in the marketplace;
  3. explain the role of the salesperson as a marketing individual responsible for performing all managerial functions; and
  4. identify careers and opportunities in the selling professions including the requirements for success in each.