MKT 140 - Selling

1. Explain careers, opportunities, and benefits of personal selling
   1. Discuss the unique advantages of personal selling
   2. Discuss current issues and trends in sales training
   3. Determine the variety of career opportunities of personal selling
   4. Explore the rewards in personal selling careers
   5. Explain the work environment as it pertains to personal selling.
   6. Discuss future employment opportunities in personal selling.
2. Apply theories of buyer motivation
   1. List the factors that influence buying decisions
   2. Explain the complex nature of consumer motivation
   3. Define buying motives, i.e., emotional, rational, patronage
   4. List ways to discover buying motives
   5. Demonstrate the consultative selling model
   6. List the mental steps in the buying process
   7. Define buyer action theory
   8. Define need/satisfaction theory
3. Identify factors involved in developing a prospecting plan
   1. Discuss the importance of identifying prospects
   2. List sources of prospects
   3. Describe how to qualify prospects
4. Discuss how to determine one’s competition
   1. List the types of information to know about one’s competition
   2. Describe the benefits derived from competition knowledge 
5. Explain the product and/or service
   1. List the types of information to know about one’s company
   2. Describe the benefits to be derived from company knowledge.
   3. Describe the kinds of product knowledge that should be acquired by sales people
   4. Discuss sources of product knowledge
   5. Discuss product features vs. product benefits
6. Discuss the importance of a positive self-image
   1. Explain characteristics of a healthy self-image
   2. Discuss the impact of self-image in the field of selling.
   3. List the various kinds of nonverbal, visual, and auditory data that influences the image you project
   4. Describe how to dress for success 
7. Evaluate ethical practices in selling
   1. Discuss the importance of ethical standards in the field of selling.
   2. List the legal and ethical standards in selling
   3. Practice ethical standards in the sales profession
8. Write out the steps and goals of the sales presentation
   1. List the steps included in the sales presentation
   2. Identify the goals to be accomplished by a sales presentation
   3. Determine the guidelines for developing an effective presentation
   4. Explain the purpose and use of presentation strategies
   5. Outline common sales presentation strategies
   6. Describe how to create and maintain records of sales documents.
9. Develop complete pre-approach information
   1. Demonstrate knowledge of the basic steps of the pre-approach
   2. Describe how to secure an interview.
   3. Determine sources of prospect information
10. Design an approach
    1. Discuss how to secure the interview
    2. Describe effective approaches used with the customers
    3. Demonstrate ways to capture the prospect’s attention.
    4. Identify ways to be used to arouse the prospect’s interest
11. Determine wants/needs of the customer
12. Use questioning techniques to gain information
13. Select and prepare selling aids for demonstration
    1. Use the various types of selling aids
    2. Demonstrate effective ways of using sales aids
14. Anticipate sales resistance and ways to manage it
    1. Explain common reasons for sales resistance.
    2. Demonstrate strategies for handling sales resistance.
    3. Employ methods to overcome common types of objectives.
15. Develop trial closes for actual use
    1. Identify appropriate time to close sale
    2. Demonstrate methods of closing the sale.
    3. Discuss steps to follow with either an affirmative or negative sales response
16. Develop for actual use closing techniques
    1. Identify appropriate time to close sale
    2. Demonstrate methods of closing the sale
    3. Discuss steps to follow with either an affirmative or negative sales response
17. Demonstrate when and how to use suggestive selling
    1. Explain how to use suggestive selling effectively
18. Demonstrate techniques of servicing the sale
    1. Demonstrate activities involved in customer service.
    2. Define customer service strategies and their value
    3. Describe methods to deal with customer complaints
19. Conduct a role played sales presentation