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Contents

SPCH 142 Business Development and Sales for Emerging Leaders

This course introduces students to the basic skills used in business development and professional selling. Topics covered include how to prospect for potential clients, build effective relationships, assess an individual's needs, present specific solutions, and negotiate agreements. Given the growing need for global competency among business professionals, this course will also look at cultural context and the implications for negotiating agreements. This is appropriate for those interested in learning more about the profession of selling or for those who want to improve their ability to persuade others. Instruction is highly interactive with extensive use of oral and written communication and role play.

Credits

3

Prerequisite

Eligible to enroll in ENGL 121

Hours Weekly

3 hours weekly

Course Objectives

  1. Explain the role of personal selling in business development and describe its application in the
    sales process.
  2. Demonstrate the understanding of the ethical and legal issues related to selling.
  3. Analyze both one’s own and others’ communication style and adapt to the communication style
    of others.
  4. Develop a relationship strategy that will add value and serve as a foundation of persuading and
    motivating others by analyzing one’s own and others’ communication styles.
  5. Demonstrate an understanding of the process to search for and acquire qualified prospects.
  6. Demonstrate the consultative sales process to creatively convey concepts.
  7. Employ the use of questioning techniques demonstrating adaptive communication styles and
    active listening to uncover problems and needs for a range of audiences and purposes.
  8. Locate, compile, and organize information necessary for analyzing competing products and
    developing a competitive analysis for a range of audiences.
  9. Prepare and demonstrate an oral, formal sales presentation for individual and group contexts.
  10. Demonstrate how to negotiate concerns and confirm agreement for a range of audiences and
    purposes.
  11. Describe the issues of selling in a global environment.
  12. Explain the role of technology in the future of selling.
  13. Identify career opportunities available in selling and related fields.

Course Objectives

  1. Explain the role of personal selling in business development and describe its application in the
    sales process.

    This objective is a course Goal Only

  2. Demonstrate the understanding of the ethical and legal issues related to selling.

    This objective is a course Goal Only

  3. Analyze both one’s own and others’ communication style and adapt to the communication style
    of others.

    This objective is a course Goal Only

  4. Develop a relationship strategy that will add value and serve as a foundation of persuading and
    motivating others by analyzing one’s own and others’ communication styles.

    This objective is a course Goal Only

  5. Demonstrate an understanding of the process to search for and acquire qualified prospects.

    This objective is a course Goal Only

  6. Demonstrate the consultative sales process to creatively convey concepts.

    This objective is a course Goal Only

  7. Employ the use of questioning techniques demonstrating adaptive communication styles and
    active listening to uncover problems and needs for a range of audiences and purposes.

    Learning Activity Artifact

    • Other (please fill out box below)
    • Sales Presentation

    Procedure for Assessing Student Learning

    • Oral Communication Rubric

    Oral Communication

    • OC1
    • OC4
  8. Locate, compile, and organize information necessary for analyzing competing products and
    developing a competitive analysis for a range of audiences.

    This objective is a course Goal Only

  9. Prepare and demonstrate an oral, formal sales presentation for individual and group contexts.

    Learning Activity Artifact

    • Other (please fill out box below)
    • Sales Presentation

    Procedure for Assessing Student Learning

    • Oral Communication Rubric

    Oral Communication

    • OC2
    • OC3
  10. Demonstrate how to negotiate concerns and confirm agreement for a range of audiences and
    purposes.

    This objective is a course Goal Only

  11. Describe the issues of selling in a global environment.

    This objective is a course Goal Only

  12. Explain the role of technology in the future of selling.

    This objective is a course Goal Only

  13. Identify career opportunities available in selling and related fields.

    This objective is a course Goal Only