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| CSR 31500 - Relationship Selling |
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Credit Hours: 3.00. This course focuses on long-term relationship selling. The course is organized around a seven-step selling process which has proven to be effective. The course adds to this process some principles of marketing and business strategy. The elements are necessary for the success of professional salesperson both in successful prospecting and making strategic choices as to how to allocate their time within the territory. Important to the learning process is actually practice of principles. Students will do various exercises of principles such as prospecting and negotiation. At the end of the semester, students will hone the skills learned through the semester with a series of role plays designed to put them in position of both seller and buyer.
0.000 OR 3.000 Credit hours Syllabus Available Levels: Undergraduate, Graduate, Professional Schedule Types: Distance Learning, Lecture, Recitation All Sections for this Course Offered By: College of Health & Human Sci Department: Hospitality & Tourism Mgmt Course Attributes: Upper Division May be offered at any of the following campuses: West Lafayette Learning Outcomes: 1. Recognize that selling is a process which can be taught versus an innate trait. 2. Have an organized approach to the process of selling which can be applied to any industry. 3. Know principles of marketing and strategy which students can apply to the selling process. 4. Know principles of negotiation and handling objections both through class assignments and role playing. 5. Know how to do effective product presentation and frame benefits to the clients through a series of role play scenarios. |
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