May 27, 2019  
Middlesex Community College Academic Catalog 2018-19 
Middlesex Community College Academic Catalog 2018-19

BUS 140 - Sales Principles


Course Description: Sales Principles is the comprehensive study of the field of consumer selling that includes consumer choice theories, sales strategies, the sales environment, sales presentations, handling sales objections, and closing the sales. Additional topics include sales organizations, and management strategies.
Prerequisite(s): Eligible for ENG 099
Note(s): N/A

Course Student Learning Outcomes:
  •  Develop professional communication skills including written, verbal, listening, questioning, and use of technology 
  •  Evaluate the use of communication tools to enhance your sales presentation such as visual aids, samples, testimonials and demonstrations
  •  Examine the importance of issues such as long term relationship building, product knowledge, prospecting, the approach, the presentation, and the close 
  •  Define the salesperson’s role in the organization’s channel of distribution
  •  Identify influences within the buying decision process
  •  Analyze the ethical responsibilities people in sales have toward their organizations, customers, the cultural differences of their environments, and themselves 

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