BUSN 113 - Salesmanship

3 Credits: (3 lecture)

Course Description
This course is an introduction to sales management philosophy and techniques. Emphasis will be placed upon the verbal and nonverbal interaction between sales agent and the client. Topics to be covered will include agent-client communication, typical communication barriers, and the various means used to overcome those barriers.  This course meets the General Education competency of Oral Communication (OC).

Text
Castleberry, S. B. & Tanner, J. F., Jr., (2022).  Selling: Building partnerships (11th ed.)  New York City, NY: McGraw-Hill.  

Objectives
The student will be able to: 

A. Explain the principles of selling. 

B. Identify the major selling communication styles. 

C. Identify barriers to selling and how to overcome them. 

D. Design and integrate audio-visual aids into his/her presentations. (OC) 

E. Deliver effective oral sales presentations to groups in a public address format using selected selling communication styles that integrate and cite primary and secondary resources. (OC) 

F. Analyze and critique speeches. (OC) 

G. Interact in small groups to complete class assignments. (OC) 

Content
A. Communication styles and barriers.  

B. Relationship strategy. 

C. Product strategy. 

D. Customer strategy. 

E. Presentation strategy. 

F. Management of self and others. 

G. MLA formatting. 

H. Audio-visual aids.  

Student Evaluation
The student’s final grade will be assessed using the following methods: 

• Tests - Objectives A, C 
• In-Class Assignments  - Objectives  B, F, G 
• Presentation using the Rubric for Persuasive Speech - D 
• Presentation using the Rubric for Informative Speech - D 
• Presentation using the Rubric for Group Based Presentation - E