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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
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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
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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
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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
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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
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Communicate effectively by utilizing inclusive language and client focused phrasing (written and oral)
Assessment Strategies
Exam, Quiz, Case Study, and/or Project
Criteria
identify techniques for earning commitment
examine the difference between an open and closed selling question
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Explore cultural differences and strategies in selling situations that can improve relationships and develop trust
Assessment Strategies
Exam, Quiz, Case Study, Role Play, and/or Project
Criteria
describe various interpretations from common selling phrases
practice rephrasing techniques that embrace cultural diversity
practice selling introductions using inclusive language within a role play situation
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Create sales presentation for assigned client
Assessment Strategies
Presentation, Chart, Exam, Quiz, Case Study, and/or Project
Criteria
presentation is persuasive, stimulating, focused and flexible
presentation is engaging
presentation includes an introduction for a B2B prospective
FAB chart includes relative features, advantages, and benefits for an assigned account
describe effective pricing and promotional packages for prospective business
PowerPoint sales presentation assists with sales delivery
deliver presentation with confidence and ask for the order