Undergraduate Business Courses

Single Courses - School of Business

Start by taking a single course

At CalSouthern, you have the option of enrolling in a course without committing to a degree program. It’s a fantastic way to get a feel for the CalSouthern online learning experience before enrolling. You can apply the credits you earn to a CalSouthern bachelor’s degree program, or, since CalSouthern is regionally accredited, the credits are readily transferable into a bachelor’s program at another institution, as well.* Or, maybe you simply want to gain college-level knowledge and expertise in a topic area of interest to you.

Choose from any of the undergraduate courses in CalSouthern’s School of Business. A vast selection of subjects are available, on topics as diverse as business communication, marketing, finance, human resources and international business.

Getting started is quick and easy. No entrance exams are required and you don’t have to provide official transcripts. Courses start every month and you’ll never encounter a closed course or waiting list!

*Although credits from regionally accredited institutions like CalSouthern are readily accepted by other universities, acceptance is at the discretion of the receiving institution.

Undergraduate Business Courses

MKT 2108 Sales

Credits : 3

This course provides information specific to planning, implementing, and controlling the firm's personal selling function. It involves the discussion of sales territories; management of recruitment, selection, training, and motivation of sales personnel; and the evaluation of sales performance while focusing on the customer's perceived product value and customer need satisfaction.

Learning Outcomes:
  • Examines the 10-step selling process.
  • Explains how personal selling fits into a firms marketing program.
  • Illustrates the impact of social, ethical, and legal issues on a firm's operations.
  • Discusses buyer behavior.
  • Introduces basic verbal and non-verbal communication.
  • Demonstrates an overview of sales knowledge.
  • Demonstrates an overview of sales knowledge.
  • Explains the importance of sales call planning.
  • Describes the different sales presentation methods.
  • Presents four types of questioning techniques for use within a presentation.
  • Discuss the purpose and essential steps of sales presentation.
  • Describe what to do when objections arise.
  • Discuss the 12 ways to a successful close.
  • Integrate the 8 steps involved in increasing sales.
  • Calculate a salesperson's break-even point.
  • Explain the two major elements involved in staffing.
  • Review three approaches to leadership in sales.
  • Integrate the course concepts through interaction with other Learners and your Mentor.
  • Introduce self and explain course expectations.
  • Access information efficiently and effectively.
  • Evaluate information critically and competently.
  • Practices ethical behavior in regard to information and information technology.

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