MARKETING 122  Syllabus

Sales Strategies that Build Business Relationships & Increase Sales

Course Syllabus: Syllabus_MKTG-122_WEB_Prof_Kowsari_SP2018

Meet Your Instructor:  See Instructor Contact

Course Description:  Learn how professional sales people build relationships with customers and clients that lead to increased sales. Learn how to effectively communicate, persuade, overcome objections, and close the deal.

Textbook Information: 

The Power of Selling, v. 1.1   By: Kimberly Richmond

 https://students.flatworldknowledge.com/course/book/2552765

You can purchase either the Online or the Online+e-Book versions

Student Learning Outcomes 

Communication Skills

Listening and Speaking - Students will listen to lectures and participate in class and group discussions. They will synthesize information from lectures in order to clearly and concisely participate in discussions. They will learn how to listen and ask questions in order to understand their counterpart’s point of view and will be able to develop and explain options for the negotiation, role playing will enhance both listening and speaking skills.

Reading and Writing - Students will learn the topic content and vocabulary associated with the course by reading the text and completing assignments related to the course material and real business situations. They will be able to express negotiation and business terminology and its usage in the written assignments.

Thinking and Reasoning

Creative Thinking - Students will learn to apply the materials presented for different negotiating and sales scenarios. They will ask questions and solve problems based on the course content and how it applies to the current situation. They will learn to think outside of the box and be creative when negotiating and finding alternatives to satisfy both parties.