BUS1145 Sales
This course focuses on the fundamental principles of salesmanship, emphasizing the importance of converting interest into a successful transaction. While marketing helps a product or service gain visibility, effective sales techniques ensure the deal is closed. This course aims to equip students with the practical skills needed to excel in the art of sales.
Students will learn the critical steps involved before, during, and after a sale, including how to identify and nurture sales leads, build strong customer relationships, and meet customer needs while aligning with company objectives. By the end of the course, students will be prepared to succeed in today’s competitive marketplace, mastering the techniques that drive sales and customer satisfaction.
Key Topics Covered Include:
- Understand the Distinction Between Sales and Marketing: Gain clarity on the unique roles that sales and marketing play in promoting and selling a product or service.
- Identify the Basic Cornerstones of Ethical Salesmanship: Learn the fundamental principles of honesty, integrity, and responsibility in sales practices.
- Learn the Basics of a Good Sales Pitch and How to Sell Yourself: Master the techniques of delivering persuasive and confident sales pitches while presenting yourself as a trustworthy and capable salesperson.
- Learn Strategies for Developing Leads: Discover methods for generating and nurturing potential sales leads that build a strong sales pipeline.
- Understand the Role of Good Communication in Sales: Explore the importance of clear, concise, and effective communication to build customer rapport and close deals.
- Understand How to Analyze Consumer Behavior: Learn how to study and interpret consumer behavior patterns to tailor sales strategies effectively.
- Explore Ways to Anticipate Consumer Needs: Develop the skills to foresee customer needs and provide solutions that align with those expectations, enhancing the likelihood of a successful sale.
REFERENCE MATERIALS
for
Full-CLC Students
Based on your HESEAP application, you have been awarded full CLC for this course, classifying it as a test-out course, meaning no traditional instruction will be provided. Your CLC award signifies that you possess knowledge, whether gained through prior education or experience, equivalent to or surpassing what would typically be learned in a traditional college setting. Consequently, classroom attendance is not required; however, you are required to successfully pass a final exam for the course.
USILACS remains committed to fostering your academic success. Should you find a refresher necessary or wish to deepen your understanding of the subject, it is recommended that you explore a variety of free online educational resources on the suggested 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.
- (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
- (2012) Accounting for Managers. Kurt Hiesinger and Joe Ben Hoyle. Creative Commons. Available at: https://2012books.lardbucket.org/pdfs/accounting-for-managers.pdf
- 1.1 Characteristics of Managerial Accounting (pg. 9-10)
- 1.6 Cost Terminology (pg. 36-38, 41-42)
- 1.7 How Product Costs Flow through Accounts (pg. 49-51)
- 1.8 Income Statements for Manufacturing Companies (pg. 56-57, 62-63)
- 9.1 Planning and Controlling Operations (pg. 664-665)
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Although comprehensive study materials have been provided, you can search for the topics and titles on Google and YouTube if additional resources are needed.
Tips for Success
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