Principles of Professional Selling

MGMT X 460.16

Underlying all business development and revenue generation is the ability to sell. Gain a foundation to professional selling to help increase your organization's bottom line.

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What you can learn.

Learn sales presentation scripting techniques
Practice public speaking and develop a polished sales approach
Role-play the selling process, from the qualifying prospects and obtaining appointments, to handling objections, and finally closing the sale
Simulate selling by phone and via digital mediums

About this course:

This course emphasizes role-playing; sales presentation scripting techniques; public speaking; professionalism in sales; and developing a polished sales approach for wholesale, specialty and service selling. Topics include controlling the selling process from start to finish; locating, identifying and qualifying prospects; obtaining appointments and selling by phone; demonstrating products and services; handling objections and closing the sale; selling after the close; using telemarketing, marketing specialists and networking to find prospects; the ethics of sales; and the legal pitfalls of selling.

Fall 2025 Schedule

September 24 - December 3

Wednesday 6:30PM - 9:30PM PT

Future Offering (Opens July 28, 2025 12:00:00 AM)

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404438

Fee:

$905.00

In Person

Location: UCLA Extension Lindbrook Center in Westwood

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Notes

Enrollment limited; early enrollment advised. Internet access required.

Refund Deadline

No refunds after October 05, 2025

Course Requirements

Internet access required to retrieve course materials.

Course Syllabus

Book: The Action Selling: How to Sell Like a Professional, Even if You Think You Are One by Duane Sparks

The Sales Board Inc.

ISBN 9780975356906

Schedule

Type

Date

Time

Location

Lecture

Wed Sep 24, 2025

6:30PM PT - 9:30PM PT