| Course | BUSI 431 Sales Management and Professional Selling (BUSI431) |
|---|---|
| Credit hours | 3 |
| Program | BS in Business Administration |
| Length | 8 Module/Weeks, online |
| Weeks with written work | 8 of 8 |
| Samples on this site | 8 week sample papers |
| Sources | Liberty's 2026-2027 catalog and the published BUSI 431 course guide |
| Updated | October 2026 |
What BUSI 431 covers
Castleberry and Tanner's Selling: Building Partnerships is read in two- or three-chapter blocks, each module/week with presentations and a 25-question open-book quiz in 45 minutes. Forum threads, written in Word, need 350 words and a reference; replies to two classmates need 200 words and a reference each.
The three essays, in Modules/Weeks 2, 4 and 6, need 1,000 words and two scholarly sources beyond the textbook. The group Sales Plan Project follows the textbook's sequence through three drafts and a final draft, each with an Activity Table, and each student analyzes another group's plan in at least 350 words in Module/Week 8.
This course presents each component of the sales cycle in a business-to-business selling environment. Students will master models for initiating sales contacts, identifying and defining prospect's needs, and presenting and gaining commitment for a proposed solution.
BUSI 431 week by week, with the sample for each
| Week | Written work in the course guide | Points | Sample |
|---|---|---|---|
| Week 1 | Discussion Board Forum 1 Thread (Quiz 1 also due) | 40 | Read the Week 1 sample |
| Week 2 | Essay 1 (Forum 1 Replies, Sales Plan Project Draft 1 and Quiz 2 also due) | 75 | Read the Week 2 sample |
| Week 3 | Sales Plan Project Draft 2 (Forum 2 Thread and Quiz 3 also due) | 50 | Read the Week 3 sample |
| Week 4 | Essay 2 (Forum 2 Replies and Quiz 4 also due) | 75 | Read the Week 4 sample |
| Week 5 | Sales Plan Project Draft 3 (Forum 3 Thread and Quiz 5 also due) | 50 | Read the Week 5 sample |
| Week 6 | Essay 3 (Forum 3 Replies and Quiz 6 also due) | 75 | Read the Week 6 sample |
| Week 7 | Sales Plan Project Final Draft (Forum 4 Thread and Quiz 7 also due) | 50 | Read the Week 7 sample |
| Week 8 | Sales Plan Project Analysis (Forum 4 Replies and Quiz 8 also due) | 55 | Read the Week 8 sample |
Where BUSI 431 papers lose points
BUSI 431 work loses points when essays summarize chapters rather than analyze them, when sales plan drafts describe techniques without applying them to the group's own company and buyers, when an Activity Table shows a member contributing nothing, and when the final plan reads as four drafts stapled together.
Using a BUSI 431 sample well
The samples draw on research about the evolution of personal selling, organizational buying, ethical sales behavior, adaptive selling, salesperson customer orientation, drivers of sales performance, relationship quality, commitment and trust, relationship marketing and sales territory alignment, with Castleberry and Tanner's textbook.
BUSI 431 questions, answered
How long are BUSI 431 forum posts?
Threads must reach 350 words, not counting references, written in Word with at least one APA reference; replies to two classmates must reach 200 words with a reference each.
What is the BUSI 431 Sales Plan Project?
A group project of three or four students built in three drafts and a final draft that follow the textbook's sequence, each with research and an Activity Table, followed by an individual analysis of another group's plan.
What textbook does BUSI 431 use?
Castleberry and Tanner's Selling: Building Partnerships (2019 edition in the course guide), read from relationship selling through managing a sales career.
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