Spring 2017 Course Syllabi

Textbook:

Title : Fundamentals of Selling, 11th Edition

Author : Futrell

Additional information : none

Type : Required resource

Credits: 3 credits

Prerequisites: None

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.

· These course objectives meet the following MSU-B General Education Goals; #1, to

develop the ability to communicate, #2, to develop thinking skills, #9, to develop lifelong

learning skills, and #10, to foster interpersonal development.

Instructor: Keri Keith, MA

701-228-5624

Email:

Course Requirements:

Independent work:

Reading assignments