BU-403 : Elements of Salesmanship

Course Information

Course, prefix, number, & title: BU-403 Elements of Salesmanship

Hours (Class, recitation, Laboratory, studio): 3 class hours

Credits: 3

Pre-requisites (if any): BU-401

Course Description in college catalog:

Techniques of selling, including analyzing products, evaluating customer needs, buying motives, organization and presentation of sales talks, handling objections, closing sales, personal qualifications.

Academic programs for which this course serves as a requirement or an elective:

A.A.S. Management

General Education Outcomes: Below is a listing of General Education Outcome(s) that this course supports.

  1. Communicate effectively in various forms

  2. Use analytical reasoning to identify issues or problems and evaluate evidence in order to make informed decisions

Course-specific student learning outcomes:

Upon completing this course, students should be able to:

  1. Understand the role of the Salesperson in today’s marketplace and the significance of building partnerships.

  2. Explain the different elements involved in a successful sales presentation; including, building rapport, the prospect interview, the key benefits, handling objections and the close

  3. Explore the role of Sales promotion, Databases, Advertising, Internet, Social Media as well as legal and Ethical issues involved in the Sales process.

  4. Understand the role of Integrated Marketing Communications to the success of the entire sales effort which includes Consumer Psychology, communication theories, branding, as well as media, market research, strategy and planning.

  5. Students will demonstrate their understanding of these outcomes through Sales presentations, a term paper and examinations.

Program-specific outcomes

  1. Make ethical judgements while recognizing multiple perspectives, as appropriate in the program of study.

  2. Identify and explain fundamental marketing principles and processes.

Methods by which student learning will be assessed and evaluated; describe the types of methods to be employed; note whether certain methods are required for all sections:

  1. Participation              

  2. Case Studies

  3. Exams

  4. Homework

  5. Project

Academic Integrity policy (department or College):
Academic honesty is expected of all students. Any violation of academic integrity is taken extremely seriously. All assignments and projects must be the original work of the student or teammates. Plagiarism will not be tolerated. Any questions regarding academic integrity should be brought to the attention of the instructor. The following is the Queensborough Community College Policy on Academic Integrity: "It is the official policy of the College that all acts or attempted acts that are violations of Academic Integrity be reported to the Office of Student Affairs. At the faculty member's discretion and with the concurrence of the student or students involved, some cases though reported to the Office of Student Affairs may be resolved within the confines of the course and department. The instructor has the authority to adjust the offender's grade as deemed appropriate, including assigning an F to the assignment or exercise or, in more serious cases, an F to the student for the entire course." Read the University's policy on Academic Integrity opens in a new window(PDF).

Any student who feels that he or she may need an accommodation based upon the impact of a disability should contact the office of Services for Students with Disabilities in Science Building, Room S-132, 718-631-6257, to coordinate reasonable accommodations for students with documented disabilities. You can visit the Services for Students with Disabilities website.

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