Tompkins Cortland Community College

BUAD108 - Sales and Sales Management


Presents an overview of the key elements involved in selling and sales management in order to develop students' understanding of the critical role the sales process plays in the success of any enterprise. Topics include career opportunities, prospecting, presenting, handling buyer concerns, closing, obtaining referrals, telemarketing, and addressing legal and ethical concerns. In addition, major functions in sales management, i.e., hiring/firing, motivating, team building, setting quotas, compensating, and territory management are addressed. Prerequisites: ENGL 100; MATH 090 if required by placement testing; prior completion or concurrent enrollment in RDNG 116 if required by placement testing. 3 Cr. (3 Lec.) Spring semester.