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
    by participating in small and large group discussions
    by reading assigned materials by specified date
    by completing individual or team case studies or projects
    by completing individual or team assignments on daily or weekly basis
    by completing quizzes and exams
    Criteria
    learner creates a personalized definition of personal selling
    learner explains the evolution of personal selling
    learner defines commonly used sales terms

  2. Use product/service knowledge to help build trust and relationships
    Assessment Strategies
    by participating in small and large group discussions
    by reading assigned materials by specified date
    by completing individual or team case studies or projects
    by completing individual or team assignments on daily or weekly basis
    by completing quizzes and exams
    Criteria
    learner defines trust and identifies ways to earn trust
    learner analyzes the broad view of product
    learner differentiates product and service qualities.
    learner identifies ways to create new product solutions for the customer
    learner identifies steps to become a product/service expert
    learner identifies the key aspects involved in positioning a product
    learner becomes a company expert by identifying Strengths/Weaknesses/Opportunities/Threat (SWOT) analysis
    learner identifies guidelines and benefits of gaining competitive advantage
    learner finds sources of product/service information

  3. Explain the importance of using relationship strategies in personal selling with both external and internal customers
    Assessment Strategies
    by participating in small and large group discussions
    by reading assigned materials by specified date
    by completing individual or team case studies or projects
    by completing individual or team assignments on daily or weekly basis
    by completing quizzes and exams
    Criteria
    learner defines value
    learner identifies the importance of adding value
    learner identifies methods of enhancing tangible and intangible value
    learner develops selling strategies that add value as perceived by the customer
    learner identifies the guidelines for feature/benefit selling strategies
    learner identifies steps in building relationship with the customer both internal and external
    learner explains methods of implementing trust-based relationship strategies
    leaner illustrates the diverse roles and uses of strategic questioning

  4. Evaluate current theories in buyer motivation and buyer resistance
    Assessment Strategies
    by reading assigned material by the specified date
    by participating in small and large group class discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    learner identifies types of buyers
    learner explains the buying process
    learner asks specific questions to understand people s decision-making practices
    learner identifies factors leading to purchase decisions
    learner explains the buying behavior of consumers, organizations, and internal customers
    learner identifies trends that influence buying decisions
    learner identifies the buyer s basic needs
    learner identifies how groups influence the buying process
    learner discusses how perceptions influence the buying process
    learner identifies the importance of prospecting
    learner identifies sources of prospecting
    learner explains why it is important to anticipate and overcome buyer resistance
    learner understands why prospects raise objections
    learner describes the methods for responding to buyer objections
    learner gains understanding of verbal and nonverbal communication and the need for communication style flexing
    learner explains the SPIN and ADAPT questioning sequences
    learner explains techniques for earning commitment

  5. Outline the elements of the selling process and formulate selling strategies/presentation for a consumer good, service or idea
    Assessment Strategies
    by presenting a sales presentation
    by completing a sales presentation preparation packet
    by reading assigned material by the specified date
    by participating in small and large group class discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    learner acquires product knowledge
    learner develops a customer profile
    learner identifies the steps in building a network
    learner develops a list of prospects
    learner identifies a needs gap
    learner identifies the strategy and objectives of the sales presentation
    learner describes and implements the six steps of the sales process
    learner discusses the advantages of using response-checks in the selling presentation
    learner creates a presentation that is persuasive, stimulating, focused and flexible
    learner identifies the common objections to making purchase decisions and the recommended approaches for responding to objections
    learner identifies techniques for earning commitment
    learner identifies the stages of negotiation
    learner identifies follow-up activities to service the sale

  6. Develop time and territory management strategies
    Assessment Strategies
    by reading assigned material by the specified date
    by participating in small and large group class discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    learner explains time management strategies
    learner explains the concept of territory management
    learner explains how to manage relationships through communication
    learner explain tools for leading and motivating a sales team

  7. Assess the social, legal, and ethical parameters with selling
    Assessment Strategies
    by reading assigned materials by the specified date
    by participating in small and large group class discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    learner identifies the laws governing sales activities
    learner explains the difference between ethics, company policies, and the law.
    learner evaluates and applies ethical practices in selling
    learner makes ethical decisions
    learner develops a personal code of ethics

  8. Communicate Effectively
    Criteria
    learner reads, retains, restates, and applies ideas for a variety of purposes including information, enjoyment, and appreciation
    learner writes clearly, concisely, and accurately in a variety of contexts and formats
    learner speaks clearly, concisely, and accurately in a variety of contexts and formats

  9. Demonstrate critical thinking
    Criteria
    learner demonstrates observation skills
    learner identifies a problem to be solved, task to be performed, or decisions to be made
    learner gathers appropriate information from multiple sources
    learner evaluates information
    learner makes inferences and connections
    learner identifies criteria to evaluate the solution, process, or decision
    learner formulates alternative solutions, processes, or decisions and identify potential consequences
    learner selects an appropriate solution, process or decision

  10. Develop a sense of personal, social, professional and work ethics
    Criteria
    learner accepts responsibility for their own actions
    learner demonstrates respect for the rights, views and work of others
    learner exhibits personal, professional, and academic honesty
    learner recognizes their responsibility to personal, social, professional, educational, and natural environments and makes informed decisions based on that responsibility
    learner displays behavior consistent with the ethical standards within a discipline or profession

  11. Develop self-awareness.
    Criteria
    learner recognizes their own self-worth, strengths and weaknesses, and potential for growth
    learner recognizes their biases and values
    learner demonstrates the ability to give and receive constructive feedback
    learner develops time and stress management skills
    learner sets goals and devises strategies for educational, personal, and professional development in a changing world, consistent with their abilities and circumstances

  12. Learn effective social interaction
    Criteria
    learner behaves appropriately in a variety of situations, circumstances, and roles
    learner works effectively in pairs and small and large groups
    learner demonstrates awareness of and respect for differences
    learner recognizes conflict and uses conflict resolution skills when appropriate

  13. Use presentation software to create and give a formal presentation
    Assessment Strategies
    completing textbook assignments
    completing individual projects
    Criteria
    recognize elements of PowerPoint
    create PowerPoint slides

  14. Identify emerging technologies
    Assessment Strategies
    completing individual projects
    Criteria
    explore new marketing technologies
    recognize emerging technologies

This Outline is under development.