BUS1145 Sales
In today’s workplace, marketing gets the lion’s share of attention, but the best product or service is worthless unless you can convince someone to buy it. Marketing gets a product noticed, but good salesmanship seals the deal. This course will equip students with the fundamentals of good salesmanship.
The Student will learn what to do before, during and after a sale. They will explore how to generate and develop sales leads and how to meet the needs of the customer while pursuing the objectives of the company. This course will allow students to succeed in a competitive marketplace.
LEARNING OBJECTIVES
Sales, Intro will focus on the basics of good salesmanship. It is designed to equip a student with practical, hands-on strategies to sell effectively. It will discuss the relationship between sales and marketing and how to generate specific interest in a product or service. It will also touch on the basics of ethical salesmanship and highlight specific sales strategies. By the end of this course all students should:
- Understand the distinction between sales and marketing
- Identify the basic cornerstones of ethical salesmanship
- Learn the basics of a good sales pitch and how to sell yourself
- Learn strategies for developing leads
- Understand the role of good communication in sales
- Understand how to analyze consumer behavior
- Explore ways to anticipate consumer needs
REFERENCE MATERIALS
for
Full-CLC Students
“A CLC award signifies that the student has attained the knowledge, (through either prior education or experience), equal to or greater than the student would have learned in a traditional college course.”
“Based upon your CLC award, physical classroom attendance is not required; however, you will be required to successfully pass a final exam for each course.”
Based upon your HESEAP Application, you have received full-CLC for this course; therefore, this is a test-out course which does not include traditional education on the subject.
USILACS wants to help you succeed. If you feel you need a little knowledge refresher or want to expand your knowledge on this subject, we recommend that you consider reviewing some of the vast online education resources and search topics below.
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Search Topics: Publications/Videos/Papers
(The majority of the exam questions for this course are based upon information contained in the below search topics)
Please note: USILACS is not the source of the following links. Therefore we do not have control over the accessibility of these links. You may find that some links are no longer active. We therefore encourage you to copy and paste the title into Google or YouTube to find an alternative source. You are also welcome to email our academic team at academics@usilacs.org for assistance or to inform them of an inactive link so we can replace it with a new one.
Sometimes the links may invite you to download reference material into a PDF. Although we have been diligent in finding safe sources of information, we encourage you to be diligent in ensuring a download is safe on your device.
Although we are providing comprehensive study material, if you feel you require more, please copy and paste the topics and titles into Google and YouTube.
- (2017) Sales techniques and negotiations. Atom Small Business Experts. Marketing Donut. https://www.marketingdonut.co.uk/sales/sales-techniques-and-negotiations/sales-techniques-and-negotiations-overview
- (2016) What is the difference between marketing and sales? Laura Lake, The Balance https://www.thebalance.com/marketing-vs-sales-what-is-the-difference-2294827
- (2012) 10 Ways to Convert More Customers. Gregory Ciotti. Help Scout. https://www.helpscout.net/consumer-behavior/
- (2010) 5 Characteristics of Successful Salespeople. Canadian Professional Sales Association (CPSA). https://www.cpsa.com/articles/5-characteristics-of-successful-salespeople-(part-1-of-6)
- (2008) Why the Golden rule is still Golden And how business can embrace it https://www.forbes.com/sites/forbescoachescouncil/2019/04/23/why-the-golden-rule-is-still-golden-and-how-businesses-can-embrace-it/?sh=7116cc8d74e6
Tips for success
Remember, these exams are all open textbook. Meaning, you can keep your reference material open in other tabs to refer back to during your exam.
Some of the reference materials are large, extensive books with hundreds of pages. If you have a question on your exam that you want to find the answer to within the book, here’s a quick way of doing so:
Choose a keyword or phrase from the exam question. Go to the reference material. Press ‘Ctrl’ + ‘F’ on your keyboard. This will bring up a search bar. Type your keyword or phrase into the search bar and click search. This will show you all the locations that they appear in the reference material.