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Dakota College at Bottineau Course Syllabus
Course Prefix/Number/Title:
BADM 240
–
Sales
Course Description:
This course provides the student with an introduction to the basic principles, concepts and
theories of selling and their application to the actual sales presentation. Special attention is
given to the sales process and both verbal and non-verbal communication techniques.
Course Objectives:
After taking this course students should be able to:
Develop a problem-solving approach to the needs of potential buyers as well as incur a
better understanding of their personal, status, and emotional needs.
Analyze and explain why a given selling technique or sales presentation should or
should not work in a particular buyer-seller interaction.
Apply the selling theories, concepts, and principles in selling situations.
Communicate more effectively in interpersonal interactions with employees, peers,
prospects, and buyers.
Develop professional sales presentations for buyers ranging from individual consumers
to organizational buying committees.
Work as successful sales representatives with a professional code of behavior.
Instructor:
Keri J. Keith
Office:
Thatcher Hall 205
Office Hours:
2-3:00 pm: Monday, Wednesday and Friday
11-12:00 pm: Tuesday and Thursday
Phone:
701-228-5624
Email:
keri.keith@dakotacollege.edu