BUSM1130 — Principles of Selling and
Academic Division: Business, Industry and Technology Academic Discipline: Business Administration Assistant Dean: Brooke Miller, M.B.A. 3 Credit(s) This course provides a conceptual understanding of the skills, duties, and responsibilities required of salespeople and those involved with customer service. The selling process and such concepts as relationship selling, trust and connections are presented within a context of ethical behavior. After sales support and effective customer service strategies are described. Negotiation, conflict management and creative problem-solving skills are applied. 3 Lecture Hour(s); Required Exams/quizzes throughout the semester but primarily assessed on exam before or during first half of term. Describe the importance of knowing your company, products, and markets, and being able to thoroughly define customer segments and their behaviors. Exams/quizzes throughout the semester but primarily assessed on exam before or during first half of term. Describe effective communication modes, styles and methods as they apply to working with diverse customers. Exams/quizzes and exercises throughout the semester but primarily assessed on exam before or during first half of term. Summarize how to establish a customer service oriented culture by defining effective post-sales support and customer service describing the importance of relationships to successful selling and customer service. Exams/quizzes and exercises throughout the semester but primarily asses
Prerequisites: ENGL0040