Course ePortfolio
SCC MKT 310 - Mom
This course examines and presents the qualifications necessary to achieve success in professional selling. Emphasis is placed on the development of a business personality and its application to prospecting, structuring the sales presentation, handling objections, closing, servicing, and customer relationship management. Application of techniques in product and service situations and integration of technology as a sales tool are explored. Different types of selling experiences such as direct, industrial, wholesale, and retail are covered. Students will participate in role-playing exercises and deliver a sales presentation. This course is recommended for all students entering any career in business.
Prerequisites
None
Pedagogical Approach & Learning Outcomes
Pedagogical Approach
Can be taught 100% online. Collaborative class activities used to enhance understanding of sales theories and practices. Students will develop presentation skilss through elevator pitches and fact based features-benefits-evidence approaches
Learning Outcomes
Upon successfully completing this course, students will be able to:
- explain the role of selling in the marketing process.
- illustrate a professional attitude toward a sales career.
- demonstrate the qualifications and characteristics for effective selling.
- analyze differences in techniques in direct, industrial, wholesale, and retail sales.
- prepare a professional sales presentation.
Assessment & Other Information
Assessment
Homework assignments, exams, classroom activities
Other Information
None
Course Resources
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Personal Selling Budgeting Exercise (Drill and Practice)
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Negotiation Skills Training (Tutorial)
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Negotiation Skills Training (Tutorial)
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Cold Calls (Tutorial)
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Marketing Yourself Assignment (Drill and Practice)
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Sales Introduction Letters (Tutorial)
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Negotiating (Presentation)
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Marketing (Open (Access) Textbook)
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Principles of Marketing (Open (Access) Textbook)
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Free Marketing Simulation Game (Simulation)
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Marketing Strategy Unit for Introductory Marketing (Reference Material)
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Closing the Sale (Open (Access) Textbook)