Sales Management

Description

Learner Outcomes:

Upon successful completion of the course, students will be able to: explain the relationship between personal selling and the marketing concept; explain how to build a relationship strategy that adds value; describe the critical role of ethics in building customer relationships; develop a product strategy that creates product solutions for the customer; explain the importance of creating product selling strategies that add value; describe buyer behavior, motives, and decision making in relation to developing a customer strategy; explain the steps to developing and qualifying a customer prospect base list and study the steps to develop a presentation strategy, pre-approach, presentation plan, and the approach; describe the essential elements of the consultative sales presentation; develop an effective sales demonstration plan that incorporates proof devices; explain the types of buyer concerns and the methods and process used to negotiate buyer concerns; review the basic guidelines to closing a sale and confirming the customer business partnership; summarize the essential concepts related to servicing the sale and building the customer relationship.

Prerequisite: Introduction to Management or Principles of Marketing.

Credit recommendation:

In the upper division baccalaureate degree category, 3 semester hours in Business or Management (11/16).

MAR – 330 Principles of Sales is a self-study course whose grade is based on the final examination (80%) and on the case study assignment (20%).

Prerequisites:   MAR 330 is an upper division course.  In order to register for this course, the student must have successfully completed MAR 101 Introduction to Marketing and MAN 101 Principles of Management, or their equivalents at a different institution.

Course Description:

 This course focuses on developing concepts of selling in the current business environment, including electronic selling, communication styles, sales servicing, ethics, and sales-force management. Emphasis is placed on developing effective selling strategies and confidence building when making sales decisions and presentations. Students are instructed on how to communicate with prospective customers to understand their needs, match those needs with the appropriate product or service and present an effective presentation. Students will gain an understanding of the appropriate approaches and strategies necessary in the field of sales. This course also explores the opportunities in the field of personal selling and what it takes to be successful.

Learner Outcomes:

 On completion of the course, students will have the ability to:

• Explain the relationship between personal selling and the marketing concept.
• Explain how to build a relationship strategy that adds value.
• Describe the critical role of ethics in building customer relationships.
• Develop a product strategy that creates product solutions for the customer.
• Explain the importance of creating product selling strategies that add value.
• Describe buyer behavior, motives, and decision making in relation to developing a customer strategy.
• Explain the steps to developing and qualifying a customer prospect base
• List and study the steps to develop a presentation strategy, pre-approach, presentation plan, and the approach.
• Describe the essential elements of the consultative sales presentation.
• Develop an effective sales demonstration plan that incorporates proof devices.
• Explain the types of buyer concerns and the methods and process used to negotiate buyer concerns.
• Review the basic guidelines to closing a sale and confirming the customer business partnership.
• Summarize the essential concepts related to servicing the sale and building the customer relationship.