BUSI 463 Sales Optimization

As an alternative to a sales internship, this course offers the student an assessment of legacy selling systems used by various companies while also providing the student with an understanding of new approaches and methods to sales. The student needs to be apprised of sales methodologies and to understand how his/her personality and style fits into legacy systems and new approaches.

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After reading the Course Syllabus and Student Expectations, the student will complete the related checklist found in the Course Overview.

The student will write 8 research papers addressing each module’s respective sales methodology as well as addressing the respective readings from the textbook. The submission must be at least 1,000 words and include a biblical reference, at least two scholarly, peer-reviewed sources, and the course textbook. The student must also include a title page and a reference page, and the entire paper should be formatted according to current APA style.

The student will first use sources found in the Jerry Falwell Library to summarize trends happening in the sales discipline within the last ten years. The student will then conduct a personal interview of a sales professional. The submission must be a minimum of 1,000 words and use a minimum of 2 peer-reviewed, scholarly references, a biblical reference, and the course textbook. The student must also include a title page and a reference page, and the entire paper should be formatted according to current APA style.

The student will choose a publicly traded company from the Fortune 500 list and review its annual reports and other sources and identify aspects of the company’s sales strategy that is contributing to its success. The submission must be a minimum of 1,000 words and use a minimum of 2  peer-reviewed, scholarly references, a biblical reference, and the course textbook. The student must also include a title page and a reference page, and the entire paper should be formatted according to current APA style.