Fall 2018 Course Syllabi

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: 11-12:00 Monday - Friday Phone: 701-228-5624 Email: keri.keith@dakotacollege.edu Lecture/Lab Schedule: