BMGT 208 Fundamentals of Selling

Whether selling their products or services to a customer or prospect or selling their company and its potential to a possible investor, entrepreneurs must understand the sales management process and know how to sell effectively. In this course, students learn how to build effective relationships, assess client/customer needs, use selling skills in different contexts, tell powerful stories, manage entrepreneurial sales processes, and use key tools required for success in selling. Students will gain confidence in sales and conducting sales conversations. This course will focus on a consultative selling model that can be applied to any selling situation, but the focus will be on entrepreneurial situations.

Credits

3

Hours Weekly

3

Course Objectives

1. Describe and explain the process of a sales funnel.
2. Explain the connection between problem solving and selling.
3. Develop a relationship building strategy.
4. Plan and prepare for a sales call and follow up.
5. Demonstrate the consultative sales process.
6. Prepare and deliver a sales presentation.

Course Objectives

1. Describe and explain the process of a sales funnel.

   This objective is a course Goal Only

   Learning Activity Artifact

   • Writing Assignments

   Procedure for Assessing Student Learning

   • Other (please fill out box below)
   • Rubric
2. Explain the connection between problem solving and selling.

   This objective is a course Goal Only

   Learning Activity Artifact

   • Writing Assignments

   Procedure for Assessing Student Learning

   • Other (please fill out box below)
   • Rubric
3. Develop a relationship building strategy.

   This objective is a course Goal Only

   Learning Activity Artifact

   • Writing Assignments

   Procedure for Assessing Student Learning

   • Other (please fill out box below)
   • Rubric
4. Plan and prepare for a sales call and follow up.

   This objective is a course Goal Only

   Learning Activity Artifact

   • Writing Assignments

   Procedure for Assessing Student Learning

   • Other (please fill out box below)
   • Rubric
5. Demonstrate the consultative sales process.

   This objective is a course Goal Only

   Learning Activity Artifact

   • Writing Assignments

   Procedure for Assessing Student Learning

   • Other (please fill out box below)
   • Rubric
6. Prepare and deliver a sales presentation.

   This objective is a course Goal Only

   Learning Activity Artifact

   • Writing Assignments

   Procedure for Assessing Student Learning

   • Other (please fill out box below)
   • Rubric