HCC BMGT 132 - BMGT 132 COURSE OUTLINE (2 pages)

Previewing page 1 of 2 page document View the full content.
View Full Document

BMGT 132 COURSE OUTLINE



Previewing page 1 of actual document.

View the full content.
View Full Document
View Full Document

BMGT 132 COURSE OUTLINE

18 views

Lecture Notes


Pages:
2
School:
Howard Community College
Course:
Bmgt 132 - Sales & Sales Management
Sales & Sales Management Documents

Unformatted text preview:

COURSE OUTLINE MAMT 101 Sales and Sales Management 3 Semester Hours HOWARD COMMUNITY COLLEGE Description This course deals with the various factors associated with selling and managing a sales force The course will cover a range of topics including communications in selling market research persuasion prospecting and motivation and supervision of salespeople Considerable class time will be devoted to written and verbal sales presentations Classes will be conducted by lecture case studies role playing and personal experience input by students Where possible films videos and guest lecturers will be utilized 3 hours weekly Overall Course Objectives Upon successfully completing this course the student should be able to 1 Identify career opportunities available in selling and related fields 2 Develop a relationship strategy through an understanding of the communication process 3 Locate information necessary for analyzing products 4 Develop a product selling strategy 5 Explain some of the elements which influence consumer behavior 6 Develop a customer strategy 7 Prepare and demonstrate a sales presentation 8 Describe the elements necessary for acquiring and managing a sales force 9 Some of the methods used to motivate compensate and organize an effective sales force 10 Explain the role of technology to the future of selling especially in the area of telemarketing 2Major Topics I Personal Selling and the Marketing concept II Communication in building a selling strategy III Product Strategy IV Customer Strategy V Presentation Strategy VI Managing a Sales Force VII Telemarketing and the Future of Personal Selling Course Requirements Grading exams Writing Grading procedures will be determined by the individual faculty member but will generally include Several exams Participation in case studies and other classroom projects At least one major oral sales presentation Specific writing assignments will be determined by the individual faculty member but will include the design of a



View Full Document

Access the best Study Guides, Lecture Notes and Practice Exams

Loading Unlocking...
Login

Join to view BMGT 132 COURSE OUTLINE and access 3M+ class-specific study document.

or
We will never post anything without your permission.
Don't have an account?
Sign Up

Join to view BMGT 132 COURSE OUTLINE and access 3M+ class-specific study document.

or

By creating an account you agree to our Privacy Policy and Terms Of Use

Already a member?