BUSN 234 - Sales Management

5 Credits

A focused look at the sales process from an account management perspective. Covers topics such as business development and key account management, B2B sales, negotiations and deal making, and skills and attributes needed for maintaining customer relationships.

Pre-requisite(s) BUSN 134
Fees

Quarters Typically Offered
Summer Online

Designed to Serve General Business students, Professional Sales students and other programs in the Business department
Active Date 20170731T09:57:12

Grading System Decimal Grade
Class Limit 38
Contact Hours: Lecture 55
Total Contact Hours 55
Degree Distributions:
ProfTech Course Yes
Restricted Elective Yes
Course Outline
B2B Sales vs B2C

Lead and Business Development

Decision Making

Negotiating

Customer Relations and Relationship Building

Key Account Management

Student Learning Outcomes
Research and discuss a wide range of interesting and dynamic sales professions within the for-profit and nonprofit sectors of the economy

Formulate a list of priorities that a salesperson must accomplish to create customer loyalty

Formulate marketing and sales strategies that incorporate psychological and sociological factors which influence customers

Use effective negotiation skills in role playing scenarios

Develop a plan to manage a key customer account