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BRM/236

Sales, Tools, and Strategies

3 credits

Total credits

5 weeks

Course length

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Take this course on its own, or as part of a degree or certificate program.

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Please Note: Attendance and participation are mandatory in all University courses, and specific requirements may differ by course. If attendance requirements are not met, a student may be removed from the course. Please review the Course Attendance Policy in the Catalog for more information.

University of Phoenix reserves the right to modify courses. While widely available, not all programs are available to residents of all states. Please check with a University Enrollment Representative.

Course level: Undergraduate

This course is an examination of basic principles involved in the sales process, the relationship between sales and business objectives, and managing the sales force and customer relationships. Emphasis is placed on sales planning, developing specific goals to meet the business objectives, and adapting to changes in the market.

Please Note: Attendance and participation are mandatory in all University courses, and specific requirements may differ by course. If attendance requirements are not met, a student may be removed from the course. Please review the Course Attendance Policy in the Catalog for more information.

University of Phoenix reserves the right to modify courses. While widely available, not all programs are available to residents of all states. Please check with a University Enrollment Representative.

What you'll learn

Course skills and outcomes

  • Describe strategic retail management decision processes within the U.S. Retail Industry.
  • Explain how selling benefits both the company and the customer.
  • Explain the role of entrepreneurs and major retail channels in the U.S. economy.
  • Identify sustainable competitive advantages and globalization opportunities within the U.S. Retail Industry.

  • Identify the drivers of customer buying decisions and store loyalty.
  • Differentiate between motivations of consumer and organizational markets.
  • Determine strategies for approaching consumer and organizational buyers.
  • Develop plans and examine tools for ongoing customer relationship management (CRM).

  • Identify parts of the changing retail market environment and the role of sales forecasting in inventory control.
  • Design a goal-based sales plan that aligns with strategic growth opportunities.
  • Determine strategies to leverage technology to improve sales management.
  • Explain the importance of creating a competitive advantage.

  • Design a sales preparation plan to meet various retail channel needs (e.g. Internet, mobile, store, catalog).
  • Differentiate between merchandise and service retailers.
  • Explain the importance of customer retention.

  • Determine appropriate organizational structure for the sales force.
  • Identify various sales performance tools.
  • Identify the roles of the Retail Manager.

Why UOPX

Why take courses at University of Phoenix

Accreditation that matters

We’ve been accredited by the Higher Learning Commission (hlcommission.org) for more than 40 years.

Real-world instructors

Learn from instructors who bring an average of 25 years of working experience to the classroom.

Affordable and potentially reimbursable

Our tuition and fees are competitive and fixed. Also, check to see if your employer will cover you for this course.

Next Steps

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Transfer Credits

Credit Transfer

Need to transfer credits to another college or university?

Before you enroll in a course, check with your school of choice to make sure they will accept our transfer credits and to understand any requirements or limitations. Then you can complete your course, and request your official transcript be sent to your school. That’s it!

How to request your transcripts

Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice. If you have a question contact us at (866) 354-1800.

The University of Phoenix reserves the right to modify courses. Although our continuing teacher education courses are accepted by some state agencies in the United States toward teacher certifications and endorsements, this may not be the case in all states or foreign jurisdictions. If you plan to use courses for certification or endorsement, please check with your own state agency and your school district for applicability. Continuing teacher education courses are not eligible to apply to degree programs at University of Phoenix. These courses are not eligible for federal financial aid. Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice. While widely available, not all programs are available to residents of all states. Please check with a University Enrollment Representative. If you have a question contact us at (866) 354-1800.