MARKETING PAPER

● Select a sales topic that relates to the course materials

○ Can be a current/past professional (job) issue/challenge

○ Can be a case study analysis

○ Can be based on an article

Content

-Analyze, describe the issue and make recommendations and conclusions

–Describe the main issues and context

–Identification of opportunities

–Innovation and creativity

- Submit Solutions and Recommendations

Format

10-12 pages

To be s ubmitted on Canvas under 'Assignments'

COURSE DESCRIPTION

This course explores the numerous dimensions of selling – as a profession and as an integral part of the

global free enterprise system. This course focuses on the history and the role of influence in professional

selling. Students will analyze and research persuasive communication and negotiation skills while also

applying sound selling principles such as attention, interest, desire, points of proof, and closing

technique. This course will also cover procurement and contract understanding. Students will use text

materials to enhance learning experiences while also practicing and delivering sales presentations to

enhance educational principles.

COURSE OBJECTIVES

Upon successful completion of the course, each student will be able to:

Explain the tenets of persuasive communication and their role in the sales process

Explain and demonstrate all parts of a basic structured sales conversation

Understand the variety of relationships they must effectively manage to be a successful sales

person

Understand the basic principles of both inbound and outbound marketing efforts and their role

in the sales process

Explore a variety of ways to generate new business leads

Think critically about the business aspects of the sales process

Outline due on Oct. 2, 18

Draft of papers due on Oct 9, 18

Papers due on Oct 14, 18