Course

Course Summary
Credit Type:
Course
ACE Course Number:
SDCM-0149
Organization Course Number:
Marketing 306: Principles of Selling
Organization:
Location:
Online
Length:
40 hours and 17 weeks
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Sales Management
Description

Objective:

The course objective is to describe and evaluate sales strategies, sales planning methods, sales force management approaches, and customer relationship management technologies.

Learning Outcomes:

  • apply strategies for establishing mutually satisfactory long-term partnerships with customers
  • evaluate buyer attributes and behaviors that influence the business-to-consumer and business-to-business buying process
  • utilize customer acquisition management skills; develop winning sales pitches and approaches leading to successfully closing the sale
  • analyze solutions available for customer relationship management; develop prospecting and forecasting plans
  • demonstrate self-management practices that are essential in developing sales opportunities
  • evaluate sales behaviors to maintain high ethical standards

General Course Topics:

  • Selling to Businesses & Consumers Consumer Buying Behavior & Influences Business Buying Behavior & Influences Post-Sale Customer Relationship Management Communication Skills for Selling Sales Forecasts & Budgets Sales Force Management The Sales Planning Process Selling Strategies
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials

Methods of Assessment:

  • Examinations
  • Quizzes
  • Written Papers

Minimum Passing Score:

70%
Supplemental Materials