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 StrategiesExam, Quiz, Case Study, and/or ProjectCriteriacreate a personalized definition of personal sellingexplain the evolution of personal sellingdefine commonly used sales terms
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Explain the importance of using relationship strategies in personal sellingAssessment StrategiesExam, Quiz, Case Study, and/or ProjectCriteriadefine valuedescribe the importance of adding valueidentify methods of enhancing tangible and intangible valuedevelop selling strategies that add value as perceived by the customeridentify the guidelines for feature/benefit selling strategiesidentify steps in building relationship with the customerexplain methods of implementing trust-based relationship strategiesillustrate the diverse roles and uses of strategic questioning
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Evaluate current theories in buyer motivation and buyer resistance.Assessment StrategiesExam, Quiz, Case Study, and/or ProjectCriteriaidentify types of buyersexplain the buying processask specific questions to uncover a person's decision-making practicesidentify factors leading to purchase decisionsexplain the buying behavior of consumers, organizations, and internal customersidentify trends that influence buying decisionsidentify the buyer's basic needsidentify how groups influence the buying processdiscuss how perceptions influence the buying processidentify the importance of prospectingidentify sources of prospectingexplain why it is important to anticipate and overcome buyer resistancedescribe why prospects raise objectionsdescribe the methods for responding to buyer objectionscompare verbal and nonverbal communication and the need for communication style flexingcompare the SPIN and ADAPT questioning sequencesexplain techniques for earning commitment
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Formulate selling strategies for a consumer good, service or ideaAssessment StrategiesPresentation, Exam, Quiz, Case Study, and/or ProjectCriteriaacquire product knowledgedevelop a customer profileidentify the steps in building a networkdevelop a list of prospectsidentify a needs gapidentify the strategy and objectives of the sales presentationimplement the six steps of the sales processdiscuss the advantages of using response-checks in the selling presentationpresentation is persuasive, stimulating, focused and flexibleidentify the common objections to making purchase decisions and the recommended approaches for responding to objectionsidentify techniques for earning commitmentidentify the stages of negotiationidentify follow-up activities to service the sale
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Assess the social, legal and ethical parameter with sellingAssessment StrategiesExam, Quiz, Case Study, and/or ProjectCriteriaidentify the laws governing sales activitiesexplain the difference between ethics, company policies, and the law.evaluate ethical practices in sellingmake ethical decisionsdevelop a personal code of ethics
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Communicate effectively by utilizing inclusive language and client focused phrasing (written and oral)Assessment StrategiesExam, Quiz, Case Study, and/or Project
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Explore cultural differences and strategies in selling situations that can improve relationships and develop trustAssessment StrategiesExam, Quiz, Case Study, and/or Project
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Create sales presentation for assigned clientAssessment StrategiesPresentation, Exam, Quiz, Case Study, and/or ProjectCriteriapresentation is persuasive, stimulating, focused and flexible
This Outline is under development.