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Sales and Customer Relationship Management
SALES MGMT
CLASS CODE: B 454 CREDITS:  3
DIVISION: BUSINESS & COMMUNICATION
DEPARTMENT: BUSINESS MANAGEMENT
GENERAL EDUCATION: This course does not fulfill a General Education requirement.

DESCRIPTION: An introductory course that will cover the fundamental principles of effective selling. Personal development and the process of building relationships of trust will be discussed. Role playing is used to help demonstrate and teach the principles discussed. Includes a module on negotiations. Recommended for prospective missionaries.
TAUGHT: Winter, Summer, Fall
CONTENT AND TOPICS: An introductory course that will cover the fundamental principles of effective selling. Topics include personal selling skills, managing a sales force, and developing long-term customer relationships.
GOALS AND OBJECTIVES: Understand the process of selling and its relationship to all aspects of an enterprise.

Explore the various sales channels and the unique selling approach to each one.

Recognize the importance of building relationships and partnerships with prospects and existing customers, and why collaboration is essential in today's competitive environment.

Be introduced to the skills required for being successful in a sales profession and have the opportunity to practice those skills in a supoprtive, non-threatening environment.

Develop written and oral skills which are essential to success in any business endeavor.

Learn principles of effective negotiations and how to develop win-win strategies for successful negotiations, and have the opportunity to practice those skills.

Understand the role technology plays in the sales profession.

Discuss principles and practices of managing customer relationships, both from a practical point of view and from a technological perspective.

Understand how customers think and approach the buying process; how salespeople must be flexible in responding to differences in customer social styles.

Learn about sales as a career and about opportunities for management and personal career growth.

Reinforce the importance of gospel-centered exemplary ethical principles, sound personal and company values, and socially responsible management practices.
REQUIREMENTS: Objective tests, research paper, homework.
PREREQUISITES: B 247 or B 341
OTHER:
EFFECTIVE DATE: August 2001