BUS 156 Sales Fundamentals
Sales Fundamentals provides students with a foundation of principles in selling for business to business (B2B) and business to consumer (B2C). Students discover the art of and dynamic activity required for establishing customer lifetime value through an emphasis on relationship cultivation. This course introduces key components to the selling process as related to marketing principles. The ingredients of AIDA (Attention, Interest, Desire, Action) and marketing mix, including emphasis on sales promotion, are contextualized through role play exercises. Technology and CRM platforms (Customer Relationship Management) will be introduced as critical tools for greater efficiency in sales outcomes. The course also introduces students to personal selling and communication skills that help to engage any audience whether a prospective customer or a prospective employer.