10104104Selling Principles
Course Information
Description
Introductory course designed to acquaint the student to the basic principles, concepts, and theories of business and consumer selling. Special emphasis is given to developing the selling process which includes prospecting and qualifying, planning and pre-approaching, approaching the customer, the sales presentation/demonstration, handling objections, closing the sale and post-sale service and follow-up. This course will also provide the learner with an opportunity to explore careers, opportunities, and benefits of personal selling.
Total Credits
3
Course Competencies
  1. Analyze personal selling and its relationship to the marketing concept
    Assessment Strategies
    Exam, Quiz, Case Study, and/or Project
    Criteria
    create a personalized definition of personal selling
    explain the evolution of personal selling
    define commonly used sales terms

  2. Explain the importance of using relationship strategies in personal selling
    Assessment Strategies
    Exam, Quiz, Case Study, and/or Project
    Criteria
    define value
    describe the importance of adding value
    identify methods of enhancing tangible and intangible value
    develop selling strategies that add value as perceived by the customer
    identify the guidelines for feature/benefit selling strategies
    identify steps in building relationship with the customer
    explain methods of implementing trust-based relationship strategies
    illustrate the diverse roles and uses of strategic questioning

  3. Evaluate current theories in buyer motivation and buyer resistance.
    Assessment Strategies
    Exam, Quiz, Case Study, and/or Project
    Criteria
    identify types of buyers
    explain the buying process
    ask specific questions to uncover a person's decision-making practices
    identify factors leading to purchase decisions
    explain the buying behavior of consumers, organizations, and internal customers
    identify trends that influence buying decisions
    identify the buyer's basic needs
    identify how groups influence the buying process
    discuss how perceptions influence the buying process
    identify the importance of prospecting
    identify sources of prospecting
    explain why it is important to anticipate and overcome buyer resistance
    describe why prospects raise objections
    describe the methods for responding to buyer objections
    compare verbal and nonverbal communication and the need for communication style flexing
    compare the SPIN and ADAPT questioning sequences
    explain techniques for earning commitment

  4. Formulate selling strategies for a consumer good, service or idea
    Assessment Strategies
    Presentation, Exam, Quiz, Case Study, and/or Project
    Criteria
    acquire product knowledge
    develop a customer profile
    identify the steps in building a network
    develop a list of prospects
    identify a needs gap
    identify the strategy and objectives of the sales presentation
    implement the six steps of the sales process
    discuss the advantages of using response-checks in the selling presentation
    presentation is persuasive, stimulating, focused and flexible
    identify the common objections to making purchase decisions and the recommended approaches for responding to objections
    identify techniques for earning commitment
    identify the stages of negotiation
    identify follow-up activities to service the sale

  5. Assess the social, legal and ethical parameter with selling
    Assessment Strategies
    Exam, Quiz, Case Study, and/or Project
    Criteria
    identify the laws governing sales activities
    explain the difference between ethics, company policies, and the law.
    evaluate ethical practices in selling
    make ethical decisions
    develop a personal code of ethics

  6. Communicate effectively by utilizing inclusive language and client focused phrasing (written and oral)
    Assessment Strategies
    Exam, Quiz, Case Study, and/or Project

  7. Explore cultural differences and strategies in selling situations that can improve relationships and develop trust
    Assessment Strategies
    Exam, Quiz, Case Study, and/or Project

  8. Create sales presentation for assigned client
    Assessment Strategies
    Presentation, Exam, Quiz, Case Study, and/or Project
    Criteria
    presentation is persuasive, stimulating, focused and flexible

This Outline is under development.