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Detailed Course Information


Fall 2024
Jul 13, 2024
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AGEC 33100 - Principles Of Industrial Selling
Credit Hours: 3.00. The principles of selling and their application to the industrial businesses. Topics include attitudes and value systems, basic behavioral patterns, the purchase decision process, relationship of sales to marketing, selling strategies, preparing for sales calls, making sales presentations, handling objections, and closing sales. Emphasis is placed on application of principles to real-world situations and on building selling skills through class projects. Requires class trips. Students will pay individual lodging or meal expenses when necessary.
3.000 Credit hours

Syllabus Available
Levels: Undergraduate, Graduate, Professional
Schedule Types: Distance Learning, Lecture

Offered By: College of Agriculture
Department: Agricultural Economics

Course Attributes:
Upper Division

May be offered at any of the following campuses:     
      West Lafayette

Learning Outcomes: 1. Learn about different aspects of buyer behavior, organized business communication, and psychology as it affects the sales of technical goods in industrial settings. 2. Interact with several salespeople to learn first-hand some of the opportunities and frustrations of a career in selling. 3. Prepare and apply sales concepts through an interactive sales presentation that is evaluated by a professional salesperson.

May not be enrolled as the following Classifications:     
      Freshman: 0 - 14 hours

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