Spring 2019 Course Syllabi

1 | P a g e Dakota College AT BOTTINEAU Course Syllabus Course Title Sales Designation BADM 240 - Sales Format Online Number of credits 3 Term and year Spring, 2019 Department Business Instructor’s name Patti Heisler Office Online Phone 701.239.6605 (daytime) Email Patti.Heisler@dakotacollege.edu Course prerequisites None 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 Goals, Objectives, and Expectations 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. Relationship to Campus Theme A focus on the growing “green” movement in advertising as well as consumption and addressing the new technologies that are affecting the advertising industry. Students will also understand how to utilize these new ideologies and tools to their benefit, as well as the benefit of the world and society as a whole. Text and Required Material Fundamentals of Selling, 13 th Edition – Futrell. ISBN: 978-0-07-786101-8