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
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Analyze personal selling and its relationship to the marketing conceptAssessment Strategiesby participating in small and large group discussionsby reading assigned materials by specified dateby completing individual or team case studies or projectsby completing individual or team assignments on daily or weekly basisby completing quizzes and examsCriterialearner creates a personalized definition of personal sellinglearner explains the evolution of personal sellinglearner defines commonly used sales terms
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Use product/service knowledge to help build trust and relationshipsAssessment Strategiesby participating in small and large group discussionsby reading assigned materials by specified dateby completing individual or team case studies or projectsby completing individual or team assignments on daily or weekly basisby completing quizzes and examsCriterialearner defines trust and identifies ways to earn trustlearner analyzes the broad view of productlearner differentiates product and service qualities.learner identifies ways to create new product solutions for the customerlearner identifies steps to become a product/service expertlearner identifies the key aspects involved in positioning a productlearner becomes a company expert by identifying Strengths/Weaknesses/Opportunities/Threat (SWOT) analysislearner identifies guidelines and benefits of gaining competitive advantagelearner finds sources of product/service information
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Explain the importance of using relationship strategies in personal selling with both external and internal customersAssessment Strategiesby participating in small and large group discussionsby reading assigned materials by specified dateby completing individual or team case studies or projectsby completing individual or team assignments on daily or weekly basisby completing quizzes and examsCriterialearner defines valuelearner identifies the importance of adding valuelearner identifies methods of enhancing tangible and intangible valuelearner develops selling strategies that add value as perceived by the customerlearner identifies the guidelines for feature/benefit selling strategieslearner identifies steps in building relationship with the customer both internal and externallearner explains methods of implementing trust-based relationship strategiesleaner illustrates the diverse roles and uses of strategic questioning
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Evaluate current theories in buyer motivation and buyer resistanceAssessment Strategiesby reading assigned material by the specified dateby participating in small and large group class discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriterialearner identifies types of buyerslearner explains the buying processlearner asks specific questions to understand people s decision-making practiceslearner identifies factors leading to purchase decisionslearner explains the buying behavior of consumers, organizations, and internal customerslearner identifies trends that influence buying decisionslearner identifies the buyer s basic needslearner identifies how groups influence the buying processlearner discusses how perceptions influence the buying processlearner identifies the importance of prospectinglearner identifies sources of prospectinglearner explains why it is important to anticipate and overcome buyer resistancelearner understands why prospects raise objectionslearner describes the methods for responding to buyer objectionslearner gains understanding of verbal and nonverbal communication and the need for communication style flexinglearner explains the SPIN and ADAPT questioning sequenceslearner explains techniques for earning commitment
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Outline the elements of the selling process and formulate selling strategies/presentation for a consumer good, service or ideaAssessment Strategiesby presenting a sales presentationby completing a sales presentation preparation packetby reading assigned material by the specified dateby participating in small and large group class discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriterialearner acquires product knowledgelearner develops a customer profilelearner identifies the steps in building a networklearner develops a list of prospectslearner identifies a needs gaplearner identifies the strategy and objectives of the sales presentationlearner describes and implements the six steps of the sales processlearner discusses the advantages of using response-checks in the selling presentationlearner creates a presentation that is persuasive, stimulating, focused and flexiblelearner identifies the common objections to making purchase decisions and the recommended approaches for responding to objectionslearner identifies techniques for earning commitmentlearner identifies the stages of negotiationlearner identifies follow-up activities to service the sale
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Develop time and territory management strategiesAssessment Strategiesby reading assigned material by the specified dateby participating in small and large group class discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriterialearner explains time management strategieslearner explains the concept of territory managementlearner explains how to manage relationships through communicationlearner explain tools for leading and motivating a sales team
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Assess the social, legal, and ethical parameters with sellingAssessment Strategiesby reading assigned materials by the specified dateby participating in small and large group class discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriterialearner identifies the laws governing sales activitieslearner explains the difference between ethics, company policies, and the law.learner evaluates and applies ethical practices in sellinglearner makes ethical decisionslearner develops a personal code of ethics
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Communicate EffectivelyCriterialearner reads, retains, restates, and applies ideas for a variety of purposes including information, enjoyment, and appreciationlearner writes clearly, concisely, and accurately in a variety of contexts and formatslearner speaks clearly, concisely, and accurately in a variety of contexts and formats
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Demonstrate critical thinkingCriterialearner demonstrates observation skillslearner identifies a problem to be solved, task to be performed, or decisions to be madelearner gathers appropriate information from multiple sourceslearner evaluates informationlearner makes inferences and connectionslearner identifies criteria to evaluate the solution, process, or decisionlearner formulates alternative solutions, processes, or decisions and identify potential consequenceslearner selects an appropriate solution, process or decision
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Develop a sense of personal, social, professional and work ethicsCriterialearner accepts responsibility for their own actionslearner demonstrates respect for the rights, views and work of otherslearner exhibits personal, professional, and academic honestylearner recognizes their responsibility to personal, social, professional, educational, and natural environments and makes informed decisions based on that responsibilitylearner displays behavior consistent with the ethical standards within a discipline or profession
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Develop self-awareness.Criterialearner recognizes their own self-worth, strengths and weaknesses, and potential for growthlearner recognizes their biases and valueslearner demonstrates the ability to give and receive constructive feedbacklearner develops time and stress management skillslearner sets goals and devises strategies for educational, personal, and professional development in a changing world, consistent with their abilities and circumstances
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Learn effective social interactionCriterialearner behaves appropriately in a variety of situations, circumstances, and roleslearner works effectively in pairs and small and large groupslearner demonstrates awareness of and respect for differenceslearner recognizes conflict and uses conflict resolution skills when appropriate
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Use presentation software to create and give a formal presentationAssessment Strategiescompleting textbook assignmentscompleting individual projectsCriteriarecognize elements of PowerPointcreate PowerPoint slides
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Identify emerging technologiesAssessment Strategiescompleting individual projectsCriteriaexplore new marketing technologiesrecognize emerging technologies
This Outline is under development.