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National College Credit Recommendation Service

Board of Regents  |  University of the State of New York

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Davar Academy, LLC | Evaluated Learning Experience

Principles of Sales (MAR 330)

Course Category: 
Location: 

Various; distance learning format.

Length: 

Varies (self-study, self-paced). 

Dates: 

November 2016 - Present.

Instructional delivery format: 
Proficiency exam
Learner Outcomes: 

Upon successful completion of the course, students will be able to: explain the relationship between personal selling and the marketing concept; explain how to build a relationship strategy that adds value; describe the critical role of ethics in building customer relationships; develop a product strategy that creates product solutions for the customer; explain the importance of creating product selling strategies that add value; describe buyer behavior, motives, and decision making in relation to developing a customer strategy; explain the steps to developing and qualifying a customer prospect base list and study the steps to develop a presentation strategy, pre-approach, presentation plan, and the approach; describe the essential elements of the consultative sales presentation; develop an effective sales demonstration plan that incorporates proof devices; explain the types of buyer concerns and the methods and process used to negotiate buyer concerns; review the basic guidelines to closing a sale and confirming the customer business partnership; and summarize the essential concepts related to servicing the sale and building the customer relationship.

Instruction: 

This course focuses on developing concepts of selling in the current business environment, including electronic selling, communication styles, sales servicing, ethics, and sales-force management. Major topics include: developing effective selling strategies and confidence building when making sales decisions and presentations, how to communicate with prospective customers to understand their needs and matching  those needs with the appropriate product or service and present an effective presentation. This course also explores the opportunities in the field of personal selling and what it takes to be successful. The course of study that is necessary to be prepared for the proctored proficiency examination consists of lessons based on the readings from the textbook. Students are encouraged to answer all the review questions and quizzes for each lesson. Prerequisite: Introduction to Management or Principles of Marketing.

Credit recommendation: 

In the upper division baccalaureate degree category, 3 semester hours in Business or Management (11/16).

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