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Aug 06, 2026
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MKTG 102 - Principles of Selling
PREREQUISITES: Demonstrated competency through appropriate assessment or earning a grade of “C” or better in ENGL 083 - Reading Strategies for College and ENGL 093 - Introduction to College Writing , or ENGL 095 - Integrated Reading and Writing or ENGL 075 - Co-Requisite Integrated Reading
PROGRAM: Business Administration
CREDIT HOURS MIN: 3
LECTURE HOURS MIN: 3
DATE OF LAST REVISION: Fall, 2014
Provides an overview of the selling process. Includes the psychology of selling and develops skills through a series of selling situations.
MAJOR COURSE LEARNING OBJECTIVES: At the successful completion of this course the student will be expected to:
- Discuss the relationship between personal selling and the marketing concept/marketing mix.
- List the characteristics of industrial buying behavior and consumer buying behavior.
- List or state personal attributes and performance characteristics of a successful salesperson.
- Understand and utilize varieties of communication forms to adapt to the buyer/ seller relationship.
- Analyze the importance of knowledge of the company, the competition, and the product and its impact on selling activities.
- Assess the stages of the selling process.
- Discuss managerial concerns that affect salesperson performance appraisals.
- Design, Explain, and deliver a prepared tailored presentation.
COURSE CONTENT: Topical areas of study include -
- Relationship selling
- Ethics of selling
- FAB selling technique
- Psychology of selling
- Persuasive communication
- Customer service
- Prospecting methods
- Customer profile
- Presentation methods
- Approach techniques
- Proof statements
- Time/territory management
- Demonstrations
- SELL sequence
- Handling objections
- Trial closes
- Closing techniques
- Buying signals
Course Addendum - Syllabus (Click to expand)
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