Course | Madison College Outline of Instruction

31502392Sales and Advertising

Course Information

Description

Introductory sales course stressing the proper application of sales techniques to skilled occupations. The sales and advertising techniques as applied to job disciplines are designed not only to create greater efficiency on the job, but also to improve working relationships with fellow employees and customers. Includes the application of sales approach, demonstration and close.

Total Credits

Course Competencies

Examine the various parts of the salon industry

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you examine Government agencies for the salon industry

you examine manufacturers in the salon industry

you examine educators in the salon industry

you examine publishers in the salon industry

you examine distributors in the salon industry

you examine professional salons in the salon industry
Acquaint self with the types of careers available within the salon industry

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you examine professional salons in the salon industry

you explain various positions within the salon industry

you examine educators in the salon industry
Discover the salon career market in your area

Assessment Strategies

with a visit to each type of salon

completing a salon visitation form on each salon visited

Criteria

you acquaint self with a chain salon

you acquaint self with a franchise salon

you acquaint self with a privately owned salon
Examine four essential qualities of a star salon professional

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you display self confidence

you practice technical skills

you adjust attitude

you resolve to be the best
Explain characteristics required to develop star power

Assessment Strategies

in class

with the completion of w written evaluation

with not less than 70% accuracy

Criteria

you improve chairside manner

you perceive self as an artist and marketeer

you explain getting on purpose

you examine energizing
Calculate the value of every client to the stylist's career

Assessment Strategies

in class

with the completion of w written evaluation

with not less than 70% accuracy

Criteria

you calculate the amount that an average loyal client will spend on services per visit

you calculate the amount an average loyal client will spend on products per visit

you acquaint self with the number of clients an average loyal client will refer to the stylist
Explain why keeping clients satisfied is so important ti stylist's success

Assessment Strategies

in class

by completion of a written evaluation

with not less than 70% accuracy

Criteria

you calculate the amount that an average loyal client will spend on services per visit

you calculate the amount an average loyal client will spend on products per visit

you acquaint self with the number of clients an average loyal client will refer to the stylist
Categorize the "80/20 rule"

Assessment Strategies

in class

with completion of a written evaluation

with not less than 70% accuracy

Criteria

you examine the concept that 20% of a stylist's success is based on technical skills

you explain why that 80% of a stylist's success is the result of personal service skills
Examine the concept of "getting on purpose"

Assessment Strategies

in class

with successful completion of written evaluation

with not less than 70% accuracy

Criteria

you examine the first order purpose

you examine second order purpose

you examine getting on purpose
Identify the "Big Four" business builders

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you explain why retailing is one of the Big Four

you explain why rebooking is one of the Big Four

you explain why getting referrals is one of the Big Four

you explain why chemical services is one of the Big Four
Explain why concentrating on the Big Four results in greater client satisfaction

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you explain why rebooking is one of the Big Four

you explain why getting referrals is one of the Big Four

you explain why chemical services is one of the Big Four
Identify the points of the star

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you explain connecting as a point of the star

you explain listening as a point of the star

you explain advising as a point of the star

you explain closing as a point of the star

you explain continuing as a point of a star
Identify the center of the star

Assessment Strategies

in class

by the completion of a written evaluation

with not less than 70% accuracy

Criteria

you explain Star Powers the star's center

you identify star power as powerfully positive

you identify star power as a natural energy everyone possesses
Explain how S.T.A.R. is a system

Assessment Strategies

in class

by completing a written evaluation

with not less than 70% accuracy

Criteria

you identify the four steps needed to create star power

you write a S.T.A.R. plan for success

you explain the feeling/communication connection concept
Describe the concept of "The Box"

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you explain what it means to be "in the box"

you explain what it means to be " out of the box"

you list the four levels of "the box"

you characterize the meaning of "stop, check and choose"
Identify negative conditioning from the past

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you define negative conditioned state vs. natural state

you examine past experiences as part of a conditioned past

you explain how others influence our conditioned state
List the objectives that relate to self management skills

Assessment Strategies

in class

with the completion of a written evaluation

with not less that 70% accuracy

Criteria

you advocate physical well-being

you characterize a positive self-image

you adhere to stopping and relaxing

you examine a S.T.A.R. plan
Demonstrate making a positive first impression

Assessment Strategies

in class

with completion of a written evaluation

with not less than 70% accuracy

Criteria

you explain the steps of the fantastic five-step greeting

you examine how long it takes for a client to form a first impression

you discuss what a positive first impression can equal
Establish a positive relationship with each client

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you define the connecting phase

you explain the importance of the connecting phase

you examine actions that may prevent the client from feeling comfortable

you examine actions that will make the client feel comfortable
Employ a professional style

Assessment Strategies

in class

with the completion of a written evaluation

with not less than 70% accuracy

Criteria

you use a professional vocabulary

you display professional mannerisms

you adhere to a professional appearance