MAR 330 Principles of Sales

MAR – 330 Principles of Sales is a self-study course whose grade is based on the final examination (80%) and on the case study assignment (20%). This course of study that is necessary to be prepared for the final examination and the case study assignment consists of seventeen lessons based on the readings from the textbook. Students should read the entire text of all the reading assignments. Students are encouraged to answer all the review questions at the end of each lesson before doing the case study assignment and taking the final exam.

Prerequisites: MAR 330 is an upper division course. In order to register for this course, the student must have successfully completed MAR 101 Introduction to Marketing and MAN 101 Principles of Management, or their equivalents at a different institution.

Course Description:
This course focuses on developing concepts of selling in the current business environment, including electronic selling, communication styles, sales servicing, ethics, and sales-force management. Emphasis is placed on developing effective selling strategies and confidence building when making sales decisions and presentations. Students are instructed on how to communicate with prospective customers to understand their needs, match those needs with the appropriate product or service and present an effective presentation. Students will gain an understanding of the appropriate approaches and strategies necessary in the field of sales. This course also explores the opportunities in the field of personal selling and what it takes to be successful.

Learning Outcomes:
Upon successful completion of the course, students will be able to: