MKTC 1100 - Fundamentals of Sales
3 Credits
Introduction of the basic principles and applications of the sales process as they may apply to industrial, wholesale and retail selling situations. Students will learn to apply these principles and techniques of persuasion to the tasks of selling themselves, ideas, services and merchandise. Techniques include prospecting and qualifying, planning and pre–approaching, approaching the customer, the sales presentation/demonstration, handling objections, closing the sale and post-sale service, follw-up with the customer, and customer relationship management (CRM).
Learning Outcomes
Assess reasons for objections in the sales process to assist in closing the sale. Create a comprehensive sales plan addressing each step in the multi-step sales process. Apply the sales techniques in a presentation to a real or mock prospect. Analyze competition and target market for establishing sales goals and objectives. Identify prospecting sources, components of the customer profile, customer service strategies, and the role of technology in the sales process. Describe the roles that personal self-image, business ethics, buyer and seller communication styles, and consumer and organizational buying cycles which can affect the multi-step sales process.
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