Effective Selling

Student Learning Outcomes, Goals, Objectives:

Students successfully completing this course will be able to:

• The ability to develop an effective presentation with a powerful value proposition for any qualified buyer.
• The ability to ask effective questions during the investigation process in the sales call.
• The ability to use listening skills to determine buyer needs.
• Understand the processes and rationale behind using CRM in sales settings.
• Present a product/service effectively in a face-to-face sales setting.
• Understand the basic purpose and development of financial analysis in a sales presentation.
• Use a questioning process like SPIN (Situation Problem Implication Need) or ADAPT (Assessment Discovery Activation Projection Transition) to identify buying issues.
• Identify various negotiation tactics as well as negotiation pressure tactics and know how to respond to them.

Course Grading Information:

Activity/Performance Measure	Percentage/Points
Exam I – Selling	20%
Exam II – Negotiation & Selling	20%
Sales Call Presentation	25%
Discussions	10%

Grading Scale

Percentage	Letter Grade
93–100	A
90–92	A-
87–89	B+
83–86	B
80–82	B-
77–79	C+
73–76	C
70–72	C-
67–69	D+
63–66	D
60–62	D-
0–59	F

Attendance/Participation:

Attendance/participation is not a graded component included in the student's final grade for this course.

Course Materials Purchased by the Students:

• Professional SELLING, Deeter, Hunter, Loe, Rich, Mullins, Beeler, Schrock. 2nd Edition Chicago Business Press, 2021 ISBN: 978-1-948426-54-1
• Getting to Yes. Fisher, Ury and Patton. Penguin Books, Second Edition or Later